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IBM Completes Acquisition of Varicent Software /12

india’s first IT magazine for sme business VOLUME 03 | ISSUE 04 | PAGES 74 | JUNE 2012 | RS. 20/-



IBM: Giving Customers Flexibility and Expertise

TREND SETTER  HP: HP GEN8 Servers Promise a Huge Leap over the competition




Dell: Ready to Challenge Storage Supremos




Security industry has under gone a dynamic change over a period of time and it will keep on changing. With the evolution of the industry Firewall has added a lot of features and appeared in the form of UTM appliances. But that is not the end, now we are talking about Next Generation Firewall (NGF). /36

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EMC Simplifies Storage Deployment /24

india’s first IT magazine for sme business VOLUME 03 | ISSUE 04 | PAGES 74 | JUNE 2012 | RS. 20/-




TE: Better Technology Differentiates Us from Others


HP: Emphasizes on Solutions Selling



Axis: “By 2015 Surveillance Market Will Be Worth $600 Million”



IF ONE GOES by the global market SKUs, it is really a very bad phase of the industry- even worse than the 2007-08 market condition. That time, it was only US had suffered but Europe was there to support the market. But this time, the entire Europe market condition is very bad and even though some countries like German or France are in good shape but being a part of the Euro Zone, these countries are not immune, because as an obligation the stronger countries will have to bail out countries like Greece, Italy and Spain. By doing so, they will extend billions of pounds to the suffering countries. The net result will be their investment on technology or innovation will take a back seat. It means the import market will be affected – be it IT or other industrial goods. So, the major exporting nations like China, Taiwan and even India, which were exporting IT hardware and services, will face a difficult time. And the signs are already visible in the horizon. Countries like China and Taiwan have started facing problems in their domestic manufacturing as the gap betweeen supply and demand is increasing. India’s problem is both hardware and software. Its software side of story will slow down due to the global market slow down. And its domestic market, even though huge in size is already facing a tough time due to the dollar fluctuation and inflation. The market is scared of the liquidity and import of goods are slow. Secondly, there is a huge market in the government sector but due to the rise in the dollar price the fulfilment of government projects means loss to the vendor companies. So it is almost like stand still position now. Recently, MAIT had appealed the Department of ICT, government of India to reconsider the DGS&D contract rates and bring in some majors to make it viable for IT companies to continue government business. The total market size of hardware business in India is around Rs.70, 000 crores out of which government business size is about Rs.35 thousand crores and rest is coming from consumer and enterprise business, which does not look good either. To me, India needs to control certain issue. The inflation has to be under control, dollar price has to stabilize at a point and there has to be big investment inflow to the country on various things like retail is one of them, which can propel the economy in a long run. In this situation, many people think that Indian political condition is largely responsible for the country’s fall from an advantages position. Today, the GDP of 8%+ has come down to around 6% (for last quarter), which is really bad. And to save the country to dip further, the government has to do something quickly.


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Dell AIO Inspiron One 2020 DELL ALL-IN-ONE solution Inspiron One 2020 computer is ideal for the home and small business. Its single cord set-up and less space hungry design offers unique value to the customers. It comes with an optional Bluray disc drive and optional internal TV tuner, as well as ample storage for music, movies and photos. It comes with 1GB NVIDIA GeForce graphics and Waves MaxxAudio 3 for crystal clear A/V experience. Its built-in HD webcam helps you to stay connected with friends and family in real time basis. It is powered by 2nd Gen Intel Core i5 processors and Windows 7 Home Premium. Further, the Inspiron One 2020 delivers everyday connectivity and computing in a clean and simple design and allows customers to stay organized and efficient and keep up with family and friends.

SPECIFICATIONS It is powered by by 2nd Gen Intel Core i5 processors and Windows 7 Home Premium FINAL WORDING At price point of Rs. 29,900 to start with, the Inspiron One 2020 is rally a very good investment. OVERALL RATING


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india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Assistant Editor: Karma Negi Reporters: Aparajita Choudhury Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 9313891660 E-mail: Bangalore Subrat S NO.661, 10th Main, 5th cross, 4th Block, Koramangala, Behind Old Maharaja, Bangalore-560034 Phone: 9886107294 Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 E-mail: Kolkata S Subhendu

NGF to Rule the Roost

BC-286, Laxmi Apartment, Kestopur Kolkata-700101


Security industry has under gone a dynamic change over a period of time and it will keep on changing. With the evolution of the industry Firewall has added a lot of features and appeared in the form of UTM appliances. But that is not the end, now we are talking about Next Generation Firewall (NGF).

Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 / 46151993 Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura

SME CHAT Optilink  /30

“Enhancing Voice Communication Strategy for the Clients”

Belkin  /50

“Market is tight but we are still growing”


Vivek Nagar PS

HP  /56


Emphasizes on Solutions Selling

TE  /60

Printed, Published and Owned by Sanjib

Better Technology Differentiates us from Others

Place of Publication: 6/101-102, Kaushalya

Mohapatra Park, Hauz Khas New Delhi-110016

Axis  /62

“By 2015 Surveillance Market Will Be Worth $600 Million”

PLUS FEATURE: LED Rules the Display Market  /32


more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 06 Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~~10 Guest Talk~~~~~~~~~~~~~~~~~~~~~~~~~~~ 26 Partner Corner ~~~~~~~~~~~~~~~~~~~~ 28, 49 Trend Setter~ ~~~~~~~~~44, 52, 58, 64, 66, 68 Tech corner~~~~~~~~~~~~~~~~~~~~~~~~~~ 46 Case Study~ ~~~~~~~~~~~~~~~~~~~~~~~~~ 48 Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 70

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MAIT: Some People will Die if Situation Persists Taking cognisance of the dire straits the IT hardware industry is going through, Dr Alok Bharadwaj, President, MAIT issued a caveat, “If the government does not work promptly and situation becomes worse, there will be chances that

some people will die due to various factors.” The antecedent of the statement is that the current Indian IT hardware industry is reeling under immense pressure from the higher cost of components due to Japanese

Tsunami and Thailand floods and higher dollar exchange rate. It is believed that the Indian IT hardware industry is estimated to be Rs.70, 000 crore and is losing an estimated value of Rs.300 crore business every month for last

three months due to the aforesaid reasons. Even if the companies are thinking of increasing prices they are not able to do so as it will only affect 50% of their business as rest 50% comes from government projects, which are abide by DGS&D contracts. Since the government businesses are time bound and locked on prices, the overall rise in the costing of components and higher Dollar rate is impacting on the overall cost of products, which is considerably higher than the price given during the time of contract. So, MAIT has offered a four point recommendations to the government to tackle the situation: 1. Implement the Exchange Rate Variation (ERV) clause as mentioned in the ‘Manual on Policies and Procedures for purchase of Goods’. 2.All DGS&D rate contracts should be revised with that clause. 3. To mitigate some of the impact of component price escalation and impact of exchange rate volatility, import of raw materials should be exempted from CVD and SAD for a period of next 4 months . 4. Extend the 35% abatement concession to all IT hardware devices particularly laptops, printers, scanners which are given just 20% abatement.

HP Q2 2012 Revenue Down by 3% HP reported its net revenue for the second fiscal quarter ended April 30, 2012 as $30.7 billion - down 3% YoY both as reported and when adjusted for the effects of currency. GAAP diluted earnings per share (EPS) was $0.80, down 24% from the prior-year period. Non-GAAP diluted EPS was $0.98, down 21% from the prior-year period. Second quarter non-GAAP earnings information excludes after-tax costs of $356 million, or $0.18 per diluted share, related to amortization of purchased intangible assets, restructuring charges and acquisition-related charges. In connection with the restructuring efforts HP expects to record a pre-tax charge of approximately $1.7 billion in fiscal 2012 that will be included in its GAAP financial results for that period. Of that amount, HP expects to record a pre-tax charge of approximately $1.0 billion in its third fiscal quarter.


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Blue Coat in Leaders Quadrant League Blue Coat Systems has been positioned in the Leaders Quadrant of the Magic Quadrant for Secure Web Gateway by Gartner. Ambarish Deshpande, MD, India Sales, “said the achievement was a reflection of the company’s continued leadership in security.” “Blue Coat leads Web security with its unified security solutions that are now imperative for protecting companies against increasingly devastating Web threats. At the same time, our unique Unified Security safely enables companies to embrace mobility, and bring your own device initiatives”, added Deshpande in the press statement. In its latest report today, Gartner revealed that leaders in the Magic Quadrant must possess certain characteristics. This includes the chosen vendors becoming high momentum players with established track records in web gateway security. In addition, these companies must possess the vision and business investments, which indicate that they are well-positioned for the future.

eScan Partners With Orient Anti-virus and content security solution provider eScan has formed a strategic OEM alliance with Orient Technologies, an SI and a solution provider in IT space, to provide eScan security solution along with their PC/laptops running on Windows and Linux OS. Sunil Kripalani, Senior VP (Global Sales and Marketing), eScan, said, “eScan completes the solution offering to their customers and ensures improved bottom line to Orient. We strongly believe that with this alliance, we can ensure business continuity to our customers and help them achieve their business objectives.”

IBM Completes Acquisition of Varicent Software IBM has completed the acquisition of Varicent Software Incorporated, a provider of analytics software for compensation and sales performance management. Financial terms will not be disclosed. Varicent’s software automates and analyzes data across sales, finance, human resources and IT departments to uncover trends and improve sales performance and operations. The acquisition enhances IBM’s Smarter Analytics capabilities across line of business operations in all industries. “Varicent advances IBM’s efforts to deliver analytics directly into the hands of front line employees, helping them uncover new ways to remain competitive and stay ahead of increasing demand,” said Les Rechan, GM (Business Analytics), IBM. “The combination of Varicent’s software and IBM’s deep analytics expertise delivers a comprehensive approach to managing sales performance, allowing clients to make more informed decisions faster.” Varicent software allows companies across a variety of industries including banking, telecommunications, insurance and retail to facilitate and streamline quota planning, compensation, sales assignments and managing quotas and insights into sales activities.


Seagate Joins HP PIA Alliance Seagate has announced that it is a founding member of the HP ProActive Insight Architecture (PIA) Alliance, selected by HP for its storage solutions developed to the HP standards and interfaces that contribute to the industrytransforming performance and reliability of HP ProLiant Generation 8 (Gen8). As a founding member of the HP PIA Alliance, Seagate will continue to contribute to the elimination of common problems caused by human-to-technology interaction that lead to system downtime and data loss. Through embedded HP ProLiant Gen8 server technology, HP PIA Alliance members, along with HP, can evaluate data and other critical analytics to continually optimize and improve on business results. Scott Horn, VP (Marketing), Seagate, said, “Seagate is pleased to be working with HP to make it easier to manage data centers at lower cost in the face of exponential data growth. As a founding member of the ProActive Insight Architecture Program, Seagate assists in providing intelligence that enables HP ProLiant Gen8 servers to offer new levels of reliability, performance and efficiency in cloud and in-house data centers.”

Epson Extends Sponsorship Agreement with AFC

”We are making progress in our multi-year effort to make HP simpler, more efficient and better for customers, employees, and shareholders,” MEG WHITMAN


Epson has concluded a four-year extension to its sponsorship agreement with the Asian Football Confederation (AFC). The association enhances awareness of the Epson brand across Asia and globally while allowing Epson to get closer to its customers in the Asia region. The new sponsorship deal runs through to the end of 2016 and covers competitions including the AFC Asian Cup, the 2012 Olympic Qualifiers and the 2014 FIFA World Cup Brazil Asian Qualifiers. Epson said that it has been the sponsor of the AFC since 1997. The sponsorship provides benefits to Epson that include stadium and on-screen advertising rights, and gives the company the opportunity to give something back to the football fans of Asia. Asia is the fastest growing football market in the world with the AFC Asian Cup in 2015 expected to attract a cumulative global television audience of over 1 billion people.


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Cyberoam’s Road Shows to Create Loyal Partners In order to showcase new product offerings like Fiber port appliance, Web Application Firewall, Enterprise UTM and addressing the growing concerns of Indian Channel partners in the security business, Cyberoam is conducting channel road shows across India. The road shows target Cyberoam’s existing channel eco-system and its prospective partners. During the on-going partner meet, Cyberoam will announce the creation of loyal pool of partners by classifying them into platinum, gold and authorized categories. Sunil Sharma, VP (Sales - India & SAARC), Cyberoam, said, “Through the current road show series, we aim to fulfil the expectations of our partners by showcasing our product innovations and offering them new revenue streams which will reinforce Cyberoam’s leadership position in the UTM space.”

DIGILINK ROLLS OUT NETWORK 160-2012 Digilink by Schneider Electric, rolled out a series of seminars named ‘Network 160- 2012’. The program kick started in Bengaluru on 11th May 2012. These seminars will be conducted in approximately 55 cities across the country over a time span of four months, from May to August. Sonali Kaushik, VP (Lifespace), Schneider Electric, said “After the Digilink acquisition by Schneider Electric it is our first extensive program for our distributors and resellers. We Sonali Kaushik, VP (Lifespace), Schneider would like to utilize this platform to showcase Electric how the combined strength of both brands is helping us provide greater value to customers in India and many other parts of the world through innovative and best in class products, solutions and services. By combining the strengths of the two companies, we are creating a leadership position in the fast-growing network connectivity market in India. The association with Schneider Electric also provides an excellent opportunity for the existing channel partners and system integrators of Digilink.”

Neoteric’s “The Power Of One Campaign” To penetrate deep into the SMB space through ALUE’s data products neoteric infomatique conducted ‘The power of one’ campaign amongst its channel partner community. The power of one’ campaign was in sync with neoteric’s on-going six-city channel-partners’ engagement’ Road Show in India (starting from 17th of April, 2012 through the 15th of June, 2012) aimed at helping SMBs to maximize their ROI through Alcatel-Lucent Enterprise solutions. By highlighting Alcatel-Lucent Enterprise’s cost-effective, end-to-end solutions, the campaign talks about how a single, smarter, more cost-efficient, easy to use, simply to maintain and easily adaptable communications and network solution is needed to fully support the new devices and solutions that can boost connectivity and help business grow.

HP Modifies Partner Programs HP has announced improvements to the HP PartnerONE and HP ExpertONE programs, enabling networking channel partners to increase market competitiveness and revenue opportunities. To succeed, partners want to penetrate new markets and deliver solutions that optimize their customers’ business models. The expanded HP PartnerONE and HP ExpertONE programs are designed to drive growth and key market opportunities in the high-growth networking sector. Sanjay Jotshi, Director, HP Networking, HP India, said, “With our simplified program, broad portfolio and unique competency approach, HP is empowering our partners to better serve their customers.”

Emerson Makes Partners Cool This Summer Emerson Network Power has announced that it will reward its Network Solution Partners (NSP) and Value Added Resellers in India under the ‘Summer Surprise’ channel scheme. The scheme is applicable on achieving sales targets of small and micro UPS systems during the peak summer months of May and June 2012. The minimum sales target has been set at Rs. 50,000 worth of UPS sales during the scheme period. Partner businesses of all sizes can easily qualify to win, and even climb to the next level to avail bigger prizes. The partners will get to choose from a wider set of gift options against their winning slabs through an online gift redemption mechanism. The details of this gift redemption mechanism will be shared at the end of the scheme.

AGC Achieves Cisco Gold Certification Having met rigorous standards set forth by Cisco in networking competency, service, support and customer satisfaction, AGC Networks has achieved ‘CiscoGold Certification. Sanjeev Verma, President, AGC Networks, said, “AGC believes in mantra of enabling customer experience. With proficiency in all three key Cisco architectures—virtualization, cloud computing and UC, we will make it richer. Our efforts impress upon the strong foundation of AGC-Cisco relationship and confirm our commitment to further strengthen this bonding.”

Citrix Acquires Virtual Computer Citrix has acquired Virtual Computer, provider of enterprise-scale management solutions for client-side virtualization. Citrix will combine the newly-acquired Virtual Computer technology with its market-leading XenClient hypervisor to create the new Citrix XenClient Enterprise edition. The new XenClient Enterprise will combine all the power of the XenClient hypervisor with a rich set of management functionality designed to help enterprise customers manage large fleets of corporate laptops across a distributed enterprise.


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SAP Leads In Global CRM Market


SAP AG has been named the overall market share leader in the worldwide customer relationship management (CRM) market. According to the Gartner, Inc. report, “Market Share Snapshot: CRM Software, 2011,” SAP remained No. 1 with 19.3 percent of the total CRM market based on revenue for 2011, reflecting a 16.3 percent growth compared to 2010.1 “We believe the report is a testament to our successful mission to help businesses run better, sell smarter, serve better and market on target,” said Anthony Leaper, Senior VP and GM (Lineof-Business Customer Solutions), SAP. “At the core of any game-changing strategy is the ability to provide customer experiences that matter. SAP leads the market with a suite of solutions that equip companies with the capabilities to deliver on their promises to their customers and change their game.” According to the Gartner report, “hot areas for CRM investment that have sparked increasing buying interest are mobility, social media and technologies, Web analytics and e-commerce.”

Trend Micro has released Titanium Internet Security 2012 version, which revolutionize in protecting the digital life with its Strong, fast and easy-to-use security. It’s an advanced security solution that safeguards you, your family, and your data. Titanium uses cloud technology to proactively stop viruses, spyware, and other threats before they reach your computer, so it won’t slow you down. It’s the same technology we use to protect some of the world’s biggest busiAmit Nath, Country Manager - India & nesses. Now, it’s available to you and includes SAARC Trend Micro. parental controls, data theft prevention, secure online storage, and more. This latest version automatically stops threats before they reach the user’s computer. It uses less than half the disk space and memory of competing security products and monitors and limits kids’ online activity and access to inappropriate content. It efficiently keeps information like credit card numbers and passwords private. “Trend Micro Titanium Internet Security provides advanced protection for your family so you can connect with confidence. It uses the same technology we use to protect some of the world’s biggest business, now available to you. Titanium uses cloud technology (Smart Protection network) to proactively stop viruses and spyware before they reach your computer, so it won’t slow your PC down. With Trend Micro Titanium Internet Security, your digital life is protected,” commented Amit Nath, Country Manager - India & SAARC Trend Micro.





GB Ravichandra assumes a new role at Schneider Electric of Director -sales and marketing, Network Connectivity, Lifespace business.


13.7 Dell




ISGN Corporation has named Ritesh Idnani its new CEO. HP has appointed George Kadifa as executive vice president of the company’s Software business.



Servion Global Solutionsappoints Samir Sayed as VP and head (sales - India SBU) with effect from May 1, 2012.

7.1 Others

Red Hat has appointed enterprise software industry veteran Arun Oberoi as executive vice president of global sales

39.7 16.7


14.9 9.7 Q1 2012


and services.

Q1 2011 Source: Gartner, Inc.

Freescale Names Gregg Lowe as President and CEO


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Matrix Certifies Interpac’s TELTRAC


Matrix Comsec has tested and certified the TELTRAC Call Management System from Interpacific Data Management Limited, as a fully compatible and integrated CAS solution for its Eternity range of IP phone systems. Ruchir Talati, Product Manager (Enterprise Phone Systems), Matrix Comsec, said,“Matrix Eternity is the advanced IP-PBX offering combination of trunks and users/subscribers for Analog, Digital, IP and GSM networks. Eternity IP-PBX is loaded with the range of cost saving features such as least cost routing, mobile network support, call budgeting, automatic call back and many more. Besides, Eternity also has buffer memory of 12000 calls for call logs and users can get the print of these records for future records.”


NEC AND NETSOL SHAKE HANDS NEC India and NetSol Technologies Thailand have signed a strategic partnership agreement that will enable both companies to complement their key strengths and jointly develop and support businesses in the asset finance and leasing industry in the growing Indian market, while helping both companies to take their services to other key markets in the Asia Pacific region. The press release announced that with this partnership, NEC will now support NetSol‘s growing customer base by setting up captive finance units, asset finance and general lending operations. NEC chose NetSol as its strategic partner for this initiative given its vast experience and global client base in the auto captive and general leasing space. NEC also plans to utilize NetSol’s successful technology platform ‘NetSol Financial Suite’ (NFS), to support the lending industry across the Asia Pacific region where it currently manages client portfolios exceeding $100 Billion. Commenting on the alliance, Koji Oda, MD, NEC India, said, “Our partnership with Netsol is of strategic importance to us. Collaborating with NetSol will help us to support the growth plans of our global customers in India and in the APAC region. With this, we also look forward toproviding local assistance to NetSol’s existing customers in India.”

Cisco Simplifies Collaborations Cisco at its Annual Cisco Collaboration Summit 2012, introduced new people-centric innovations aimed at making it easier to collaborate anywhere, anytime in the post-PC era. The innovations, ranging from new desktop and mobile applications include Cisco Jabber and Cisco TelePresence systems, which make it easy for users to move from one collaboration solution to the next with ease. Cisco is extending Cisco Jabber to iPad and Windows, building on its extensive Jabber portfolio for Android, iOS, Mac, BlackBerry and Cisco Cius Tablets. With this development, Cisco is enabling Jabber customers to collaborate from anywhere and across the most popular operating systems utilizing high definition video, voice, presence, instant messaging, desktop sharing, conferencing and visual voicemail. Speaking to the press Bryan Tantzen, Senior Director (Collaboration), Cisco, said, “The post PC era is requires a workspace that is more mobile, social, visual and virtual. Customers need secure enterpriseclass options that enable employees to interact across a broad range of tools. We at Cisco understand this, and are delivering on the need of people-centric collaboration experiences that offer anytime and anywhere communications.”

Oracle Creates Special Offer for Mid Market Oracle India has launched a special hardware and software promotional bundle for India’s growing population of midsize companies. To be offered through select partners in the Oracle Accelerate for midsize companies program in India, the promotion features Oracle’s Sun Fire X4170 M2 server with Oracle Solaris or Oracle Linux, Oracle VM and Oracle Enterprise Manager Ops Center, with 35 user licenses of the Oracle E-Business Suite 12.1, as well as Oracle partner implementation services. The special offer has an attractive price point and is available until 22 May 2012, through Oracle PartnerNetwork (OPN) members Bluestar Infotech, KPIT Cummins, CSA, Sonata Software, Filix Consulting, Technology Express, OSI Consulting and Chain-Sys.

Due to the dip in value of Indian rupee Ricoh India has announced around 5% increase in the prices of their office products, with effect from June 1, 2012. “In spite of the huge depreciation of Indian rupees vis-à-vis USD, we have been trying to hold on to our pricing to our customers till now, hoping that the situation would improve soon”, said Tetsuya Takano, MD and CEO, Ricoh India. “However, we are now constrained to increase the prices of our office products by up to 5%, so as to at least partially cover the impact.”

COMPUAGE APPOINTED AS NSP Strontium Technology has named Compuage as its new customer service provider to manage the after-sales support and service programs in India. Compuage has 56 service centers across India where Strontium customers can go and get replacement of their products. Ajay Kogta, Country Manager (India Subcontinent), Strontium Technology, said, “This is a step further in our continuous attempt to deliver the best of service. We are confident that this alliance will provide convenience to our customers.” According to Bhavesh Mehta, Business Director, Compuage Infocom, “We are very happy to partner with one of the strongest memory players in the Indian market. We guarantee excellent service and support to all Strontium customers.”

BELKIN CHAMPIONS LEAGUE CONCLUDES Belkin India has announced the completion of the Belkin Champions League. The program for the channel partners was a celebration of their contribution to Belkin’s success in India.The program began on January 1, 2012 and ended on March 31, 2012. Under the promotion, Belkin rewarded its partners through special slab based incentives coupled with 2 nights and 3 days all expenses paid vacation to Bali. The partners had been given the liberty of deciding which slab they wanted to be a part of.The champion’s league was successfully concluded by recognizing the efforts of 25 channel partners and distributors at a formal ceremony held in Bali.

FUJITSU TO DOUBLE SPP Fujitsu has launched its new channel-partner recruitment campaign in India. Under the heading ‘We put you in the driver’s seat’, the campaign is designed to grow the network of Fujitsu partners selling its workplace systems, server and storage product portfolio. The goal is to double the SELECT Partner Program (SPP) members in India by the end of fiscal year 2012. The new initiative is part of a larger channel recruitment campaign in Europe, Middle East, Africa and India which intended to add 25% more new SPP members to the existing 15,000 membership base by the end of fiscal year 2012. In its first wave, the channel partner recruitment campaign kicked off in France, India, Italy, Poland, Spain and the Netherlands, and will be supported in western European countries by the new sales unit ‘Fujitsu for you’ in Barcelona.


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Wishtel to Ramp up Tablet ODM Capability Original design manufacturer for tablet PCs in India, Wishtel is ramping up its ODM capability to meet the growing global demand for the company’s market leading tablet products and turnkey solution services. Since the introduction of the Wishtel ‘IRA’ and ‘IRA Thing’ tablet PCs, Wishtel has already shipped over 50,000 devices and expects to reach monthly volumes of 100 thousand per month in the second half of 2012. To meet this growing demand, Wishtel is expanding the capacity of its manufacturing facilities in Mumbai and Kandla (Gujarat), while at the same time increasing investment in R&D to further enhance its hardware design and software engineering capabilities to meet the diverse needs of both domestic and overseas customers. “Our clients see India as a highly attractive alternative to China for the manufacturing of tablets because of our greater speed and flexibility in customizing hardware designs to meet their exact customized requirements,” said Milind Shah, CEO, Wishtel.

Team Computers to enable Punj Lloyd

SYMANTEC REINFORCES COMMITMENT TO SMBS Symantec has announced that more than 1,200 Symantec partners have joined the SMB Specialization Program across the Asia Pacific and Japan region, expanding Symantec’s commitment and support for small to medium sized business (SMB) customers in this fast growing region. Together with Symantec, these partners will focus on reaching a greater number of SMBs, making it easier for SMBs to protect their information and move their Anand Naik, Managing Director-India and business forward with confidence. SAARC, Symantec According to Symantec’s recent Internet Security Threat Report, 18 percent of all targeted attacks are directed at businesses with 250 or fewer employees. What’s worse, because of the importance of connectivity and collaboration through web, email, social networks and online applications, their behavior also makes them four times more at risk of malware attacks than their larger counterparts. “Our SMB partners are critical in helping Symantec expand our reach to today’s information-savvy SMBs, providing them with the solutions they need to protect their information,” said Anand Naik, Managing Director-India and SAARC, Symantec. “We are fully committed to enabling and supporting our ecosystem of partners, and with more than 1,200 SMB Specialized partners in this region, we are confident that we can help SMBs address their security, data protection and information management needs.”

Punj Lloyd Group, an international conglomerate, has chosen Team Computers, IT solutions provider, to cater to IT needs—management of servers as well email and systems on a cloud platform. This expanding business has led to an increase in costs. Atul Kumar, Group CIO, Punj Lloyd Group, said, “While evaluating cloud service providers, we were primarily concerned with finding an archiving and managing solution. The cost of maintaining email database and AMC was constantly going up. The existing messaging system was an expensive proposition and required lots of backend management efforts across global locations.” Rajendran, Director, Team Computers, said, “The stage wise transition of all users from Lotus Notes to GApps needed a complex sequencing of steps. Team and Google consultants worked closely with Punj team to successfully handle every element.”

Kaspersky to Protect Android Tab NETGEAR Unveils SMB Solution Kaspersky Lab has introduced Kaspersky Tablet Security, a tailored solution for protecting Android-based tablets. In developing the program Kaspersky Lab’s specialists factored in all the specific characteristics of tablets, with the result being a specialized security solution that ensures both protection against malicious and fraudulent software, and the inviolability of personal data in case of loss or theft of a device. Kaspersky Tablet Security provides the ultimate protection against all kinds of cybercriminal activity, specifically designed for Android-based tablets. Kaspersky Tablet Security also introduces the Web Protection feature, which helps block malicious or fraudulent websites when using the Android browser. With Kaspersky Tablet Security you can be sure that the data on your Android tablet stays secure. It also keeps you away from harmful websites that aim to steal your social networking or online banking account details.

NETGEAR has released NETGEAR ReadyNAS Surveillance, a comprehensive IP surveillance solution incorporating surveillance software, storage, switching and network management. Customers and channel partners may connect any of over 1,000 supported name-brand IP camera models to complete the package. The networking company informed that this product suite is the first to combine business-class IP video technologies with flexible, customizable endpoint options for building reliable, affordable and simple video monitoring solutions. NETGEAR ReadyNAS Surveillance is available on a free 30-day trial basis (16-camera license) and will be available through NETGEAR’s authorised distributors. The pricing for NETGEAR ReadyNAS ranges from Rs. 12,000 to 8 Lakhs.


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HCL Infosystems to offer Cisco WebEx HCL Infosystems announced its national partnership with Cisco WebEx, for the Indian market. The SaaS (Software as a Service) offering brought to the market by HCL Infosystems, will be operationalized by Cisco. HCL Infosystems has a strong presence in the Indian market and will offer Cisco WebEx through its extensive distribution channel, covering more than 500 companies owned touch points as well as customers in over 4000 towns across the country. Cisco WebEx is the world’s leading on-demand collaboration, online meeting, web and video conferencing platform, helping to fulfill communication and collaboration needs of medium to large scale organizations and governments. With this go-to-market engagement, HCL Infosystems and Cisco aim to expand the market and tap into the growing need for B2B (business to business) and B2C (business to customer) collaboration tools and technologies, across the country.

FORTINET UNVEILS FORTICARE PLUS Fortinet has launched its FortiCare Plus Service across India and SAARC. Targeted at businesses with limited in-house IT skill sets, the FortiCare Plus Service is managed remotely through telephone or Internet connection by Fortinet’s Security Operations Center (SOC). The service enables the remote installation and commissioning of FortiGate Unified Threat Management (UTM) appliances, in addition to providing ongoing security management and monitoring services. The service is available for purchase by end customers from authorized Fortinet resellers and distributors for a 365-day subscription period. “The FortiCare Plus Service opens up great business opportunities for non-security focused resellers so that they too can profit from the accelerated adoption of UTM appliances across all market segments,” said Vishak Raman, Fortinet’s Senior Regional Director for India and SAARC.

Bitdefender’s SVE is Citrix Ready Bitdefenderhas declared that Security for Virtualized Environments (SVE) has been verified as Citrix Ready. The Citrix Ready validation of Bitdefender SVE with Citrix XenServer and Citrix XenDesktop assures customers of the comprehensive security solution for virtualized datacenters. The Bitdefender solution protects both server and desktop systems, both Windows and Linux, on any platform. Aimee Catalano, VP(Alliance Marketing),Citrix, said, “HavingBitdefender become a member of the Citrix Ready program is an important step in our continued efforts to bring our partners and their customers’ security solutions optimized for the Citrix environment.The Bitdefender offering will help address the increasing demand for more comprehensive security approaches that are easily deployed and managed.” Robert Krauss, Director (Enterprise Sales and Alliances--North America), Bitdefender, said,” CSPs and customers with large scale Citrix deployments need reliable and scalable protection, and traditional security approaches are simply not going to give the level of trustworthiness, flexibility, and assurance that is needed especially as these organizations expand their infrastructures and offerings.”

Huawei Launches New Data Center Switches Huawei launched its CloudEngine series switches at Interop 2012. The CloudEngine series switches provide single-frame switching capacity of up to 48T and support high-density switching of 100GE, 40GE, 10GE and GE interfaces, as well as virtualization and computing, storage and network convergence. This enables the sustainable development of enterprise data centers over a 10 year span. Huawei added that its CloudEngine series switches provide stable, reliable and secure services to help customers build scalable, virtualized and converged data center fabric architectures. This innovative approach will provide mid-market through high end enterprise customers the foundation for a customizable network environment managed with a single fabric interface. The CloudEngine series is Huawei’s next-generation switch family designed for cloud computing data centers. Its standard, open and easy-to-integrate product interface will enhance the user’s experience while lowering the total cost of ownership (TCO). The Huawei CloudEngine series switches comprise CE12800 core switches, as well as CE6800 and CE5800 TOR switches.

WoodApple’s Quality Approach for Data Analytics in BI To offer their clients an end-to-end quality solution suite Bangalore based WoodApple UnikSolutionz has launched data analytics application solution ‘Ideal-Analytics’. The provider of ERP, CRM and enterprise solutions for public and private enterprises explained the reason for the launch as the “exigency felt to cap their solutions with a niche, smart and ideal data analytics application solution.” WoodApple UnikSolutionz added, “We are excited with the teaming up, as the target group is the mission and solution critical clientele who take pride in their own business acumen and yet work in near-full utilisation within the ambit of SMEs dealing in sensitive and fast developing and complex data that need appropriate and intense mining toward profound knowledge build-up.”

LG Retains Leadership Position LG Electronicshas retained its leadership position in personal computer (PC) monitor sales with 23.3% market share and further targets to increase it to 31% by end of 2012. LG is ranked as the no.1 monitor brand in India followed by Samsung and Acer, according to the CMR Report Q1’ 2012 (CMR’s India City-wise Monthly PC Monitor Market Review, May 2012 release). LG is now the No.1 brand in monitors both India and Asia Pacific regions. According to Sanjoy Bhattacharya, IT Head, LG India, “We were confident that LG would retain the top position in this segment. We have focused on listening to our customers and then innovating around those needs”.

Revolabs Brings Wireless Products With the aim to deliver ease of use solutions to the customers, Revolabs, manufacturer of unified communication solutions has tied up with Presto Infosolutions (VAD) to launch its innovative wireless series of products. Its products ranges include executive HD, xTag USB wireless microphone, Revolabs fusion, HD single and dual channel wireless microphone system and FLX conference phone. The executive HD 4 and 8 channel wireless microphone system is the perfect solution for executive boardrooms and large conference rooms.


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Delta Rolls Out High Performance UPS


Delta Electronics has rolled out the Ultron Series UPS high performance uninterruptible power supply (UPS) series to Taiwan and South East Asia. It was first introduced in Europe, Russia, South America, and India in 2011. Delta’s Ultron Series is a double-conversion and IGBT-rectifier three phase UPS. With a state-of-the-art triple level inverter (TLI) and three phase power factor correction (PFC) topology, the product features industry leading performance. Dr. Charles Tsai, GM (Mission Critical Infrastructure Solutions Business Unit), Delta, said, “The excellent power performance and high system availability of the Ultron Series provides customers with the benefits of stable power supply, high power efficiency, low capital investment and low overall operational cost. In terms of size and footprint, we are proud to claim the Ultron Series as the most compact UPS of its kind in the market.” He further added, “We expect to launch more models in the Ultron Series.”

ZyXEL Presents its IPv6 Ready Products

IBM announced powerful new server solutions aimed at helping x86 clients accelerate the journey to smarter computing. Designed to support the requirements of fast-growing businesses, the new products give data center managers the speed, performance and flexibility they need to implement and manage new and existing workloads. The new products lineup includes an energy-efficient blade server with breakthrough networking flexibility and a compact, SatyenVyas, VP (System x, Systems and affordable rack system that fills the price Technology Group, IBM India South Asia and performance gap between traditional two-processor servers and four-processor systems for handling high-performance computing and database-intensive applications. IBM also announced several new entry systems for small-to-mid-size infrastructure workloads. SatyenVyas, VP (System x, Systems and Technology Group, IBM India South Asia,said, “Unlike many of our competitors, IBM offers clients a range of solutions from economical infrastructure, to performance optimized solutions, to expert integrated systems to help any size enterprise address its top business challenges.” IBM’s newest blade server is the IBM BladeCenter HS23E, an affordable, energy-efficient platform for small to mid-sized organizations, offering breakthrough networking flexibility with built-in support for multiple networking technologies. It can deliver up to 42 percent better compute performance that previous generation servers.

ZyXel has announced its total readiness for new Internet protocol version 6 (IPv6) standard, which is expected to become the mainstream Internet protocol of the future. The new IPv6 standard brings users many advantages such as simple plug-and-play network access, higher performance of digital media content streaming and applications over IP in addition to higher security, more reliability and better control over Internet applications. As applications over the Internet evolve diversely, the traditional IPv4 will eventually become incapable of handling the newly developed, innovative features. Starting with the first IPv6 Ready Logo Certification in 2004, followed by the “Phase II IPv6 Ready” Golden Logo for several VDSL2 integrated access devices and CPE products in 2010, ZyXEL is now offering more IPv6-ready products and solutions.

Portronics Unveils Laptop Cooling Desk My-Buddy

EMC Simplifies Storage Deployment

Portronicshas launched a multi utility laptop cooling desk – My-Buddy, which not only allows using the laptop in the best of the postures depending on the height of the person, but also cooling the laptop while using it. Portronics pointed out some of the salient features of My-Buddy which include a compact design that is light yet very strong, the joint has an auto lock design feature, can bear the weight of more than 35 kgs and can be carried anywhere. The base of the laptop desk is a shiny French wood which is generally used to create very premium furniture’s. Further, priced at Rs. 1,999, My-Buddy is available across the country.

EMC Corporation has introduced VMAX SP, a new platform that is purpose-built to deliver enterprise-class storage to service providers using a simple-to-consume and simple-to-manage approach. Rather than service providers purchasing individual storage, software and service components then spending time and effort integrating them, they can now buy VMAX SP which is pre-packaged based-on service-level options enabling them to deploy new cloud services in as little as four hours. VMAX SP delivers multi-tenanted, powerful, trusted and smart storage to improve operational efficiency and allow service providers to focus on their core business creating new and differentiated services for customers.


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CLOUD - A POPULAR OFFERING AMONGST PARTNERS As cloud services see increased demand among the small and medium businesses (SMEs), there has been a steady increase in the number of channel partners offering cloud solutions.

ANAND NAIK Managing Director- Sales, India and SAARC, Symantec

BRIEF PROFILE Before this position, Anand Naik was the director, Technology Sales, India and SAARC, and director, sales for west region, Symantec. Anand has spent over 19 years in the IT industry and brings deep expertise in transforming customers’ business challenges into solutions that contribute to immediate and long-term success for IT deployments. During his time at Symantec, Anand has held a number of sales, consulting and pre-sales roles across different market and product portfolios. Prior to joining Symantec, Anand was with IBM as head of the Solution Architects team where he was responsible for developing strategic sales, architecture and technical leadership for IBM’s Global System Integrators (SI) through a team of solution architects based in India with responsibilities across global markets.

ship causes a dip in major organizational climate WHILE THE definition of an SME continues to factors, such as, flexibility, team commitment, and evolve, there are tangible and intangible characterrewards; as a result fostering creating a ‘demotivating’ istics that set SMEs in India apart, per Hay Group environment. research. SMEs usually focus on leveraging one or So what do the most effective leaders do? Do they two core competencies as opposed to a diversified berate, cajole and plead? Do they collude, or do they business, leading to revenue between INR 100 to 400 simply lead by example? Neither. The most effective crores. Their customers can be very small (for examleaders use a collection of distinct leadership styles – ple, retail) or very large (for example, institutional), each in the right measure, at just the right time. It is also adding another shade of complexity. The bottom line imperative that CEOs recognise is that they are expected to contribthe urgent need in most SMEs to ute 22 per cent to India’s GDP by TALENT ensure a future supply of leaders 2012 (ASSOCHAM data), confirmSTRATEGY, by investing in the leadership ing their standing in the economy. bench strength. For this, talent However, here is where the irony HELPS TO of the intangible lies. While most TACKLE ISSUES management processes, such as recruitment, performance manSMEs owe their growth to indiRELATING TO agement, career development, vidual talent – star performers who FORMALIZATION and succession planning, need consistently exceed expectations to be institutionalized. The more –unfortunately, the organization OF SYSTEMS transparency, the greater the does not know how to proliferate AND PROCESSES, the employees’ buy-in. and nurture this talent. Hay Group AND CREATING The third and final lever is research has found that in the CEO time, for CEOs to reflect on backdrop of this talent challenge, AVENUES how they can best deploy themthere are three levers that organiFOR TALENT selves. They need to think about zations can turn to for solutions, MANAGEMENT. the answers to questions like: namely, talent strategy, leadership n What do I focus on, on a capacity and CEO time. day-to-day basis? The first, talent strategy, helps to tackle issues n Short -term vs. long-term goals? relating to formalization of systems and processes, n Who do I pay attention to and who do I ignore? and creating avenues for talent management. n What do I deal with directly and what do I delSecond, given that the complexity of managerial egate? Why? challenges increases as one moves up the ladder, Though an oft-ignored facet of a CEO’s job, investthere is a need to train each employee with the ing just some time on this activity regularly will bring skills most relevant to them. clarity on whether or not the organization is on track This points to the second lever, leadership capacity, to the vision envisaged. highlighting the responsibility of the SME’s leader. As the bearers of India’s torch for economic develResearch by Hay Group has conclusively proved that opment, leaders of Indian SMEs have evidently ran the dominant leadership style in an organization sets the long distance to bring SMEs today to a bend in the the tone for the organization’s climate. This indicator path. India Inc. now looks to them for greater learning in turn, is responsible for the creation of a culture, as they embark on the next passage to talent managebe it high-performing or demotivating. For example, ment and creating the leaders of tomorrow. a culture dominated by the ‘directive’ style of leader-


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OUR BUSINESS RUNS ON TWO THINGS: SKILLS AND ACCESSORIES Rajan Arora, MD of Megahertz InfoTech, a tier- II SI, started his retail business in the year 2000. But the thinning margins led him to become a systems integrator in 2003, and developed his skills in networking business.

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ong ago, IT resellers started their businesses with the supply of hardware followed by the software. At that point of time they used to have more margins because there was only product sales and box movement. But gradually as the margin became wafer thin some channel partners started bringing in innovations to their product lines. One such channel partner was Megahertz InfoTech which moved out of box pushing and became a solution seller or SI. Rajan Arora explained, “We started a retail outlet by the name Mega PC Mart in south extension and Lajpat nagar, New Delhi, and did wonderful retailing. We had our own premises in both the places. But we spent good amount of money on our stocks and on the showrooms. But when we realized that the bottom line was going down and we might be hit badly in future, we converted our retail sales to corporate and SMB sales in 2003.” Hence started its journey as an SI and started developing their skills in networking--active and passive. He also started developing their skills on server, storage and software, and in 2003-2004 started selling firewalls. The company partnered with IBM and now they are doing entire stack of IBM storage and servers. They have also joined hands with Citrix for virtualizations. Arora maintained, “Our main aim is to move into customers and secondly, we are a company more into bottom line and we believe that the business has to be run like a business. Our business run only on two things - one is

skill sets and another is accessories. It is the skill set which gives you differentiation in the market and which actually makes difference in terms of customer.” Megahertz is also focused on telecom but now it is seeing stagnation after the TRAI issue rocked the entire telecom industry. To accelerate the business it made lots of investments on the skill sets of the people. Three to four years back when the market witnessed slowdown, the company tapped customers like PCIL, DELL etc. which provide solutions to government. According to Arora, “After building relations with all these customers, there was no dearth of work, and if there is no dearth of work your skill sets will increase and at the same time your works will come in.” The company is also doing jobs which involve good technical skills and SI skills. Arora maintained, “The strength of the company is to execute multiple orders of large revenues. So apart from skill set, I also have to build financial strength which helps us to cope up with orders like that. It is combination of skill sets, revenue and handling of financial which makes the complete business. Business is not just about sales and getting orders it is also how to execute orders and make business more profitable.” “Now-a-days, things are moving at a very good pace and customers have also matured which makes the market very challenging. With cloud becoming an integral part in every organization, building applications around cloud becomes a priority factor,” said Arora .

With the vision to intensify the business further, the company plans to focus on the government customer as it is a recession proof industry. Arora said, “In government there is no dearth of work and works keep coming in every now and then. So we are focusing on government in a very big way. He further added, “In the skill set areas we are focusing on VDI and data center. We are also planning to do some businesses on cloud computing by buying those applications on cloud and sell ing them on cloud, it could be leave application, attendance or HR applications.” Arora has also set up another company called Tech9 for VDI, virtualization and servers. Some of the brands Tech9 works with include IBM, Microsoft and VMware. Megahertz is a 43 crores company and boastes of some of the renowned business partners which include IBM, HP, Cisco, VMware, Citrix, Microsoft and Linux. On the networking part, the company work with Cisco and Juniper and on the power side it works with HP and Emersion. Arora maintained, “We are selling HP, IBM and Lenovo. Recently we have started Fujitsu workstations.” Finally, From a box pusher to networking Arora has indeeed come a long way. With the cloud space gaining ground Arora is planning to start a business on cloud computing. In terms of revenue, Arora expected to close FY 2012 with a turnover of Rs. 45 crores…


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“ENHANCING VOICE COMMUNICATION STRATEGY FOR THE CLIENTS” Optilink Networks Pvt. Ltd., India, a leading IP based company, is also an authorized regional distributor for Matrix Telecom Solution. In an interaction with Vikram B. Nagda, GM, Optilink Networks Pvt. Ltd., Mumbai, SME Channels tries to understand the company’s focus towards VoIP business. Excerpts.

How big is Indian VoIP market and what is the trend you see in this space? VoIP in India is growing gradually, and possesses great future prospects. Low call-rates as compared to conventional telephony and increasing Internet penetration are set to drive growth of the VoIP-based services in India. The VoIP market is expected to change the dynamics of the Indian telecom industry once the necessary regulatory changes are in place. How is Matrix positioned in that space? How much of business are you getting from VoIP products? Matrix is an emerging brand in VoIP. In a short span of two years a comprehensive VoIP solution portfolio showcased in Matrix product line. Matrix is among the few VoIP solution providers delivering a comprehensive solution offering. Most importantly, these solutions are also at par with the international standards and have been competing with the leading vendors across globe. Awareness of Matrix as a VoIP company has just started and will grow in the near future. Which equipments are you distributing? Currently, we are providing Matrix range of

VoIP products which include range of IP-PBX, IP Phones, VoIP gateways and ATAs. This also includes the Matrix Eternity series. Which market are you targeting? Optilink Network’s target for the year 2012-13 are the SIs and channel partners and providing flexible and robust VoIP solutions for their end customers for a cost effective communication scenario. We are also offering GSM solutions to the clients who are using traditional PSTN and PRI. What is the advantage of Matrix products vis-à-vis the competition? Matrix has a wide range of VoIP products for business communication, including a range of IP-PBX, IP Phones, VoIP gateways and ATAs. It has always thought beyond following competitors and have researched and worked in introducing products as per end-user needs. Matrix products offer quality and reliability, comparable with all well established players in the market. All Matrix solutions are ‘more in a box’ solution with no hidden cost and high customer value for money. What is your marketing and channel strategy?

We are clearly focusing on enhancing the voice communication strategy for our clients, taking into account the RoI, VoIP solutions for our clients is our main focus. What is your support strategy? We have a very clear support strategy, that is to support our partners and our end clients with the best trained VoIP engineers. Do you think, Matrix products are better vis-a-vis the products comming from Taiwan and China, which arer cheaper in nature? We have worked with some Taiwanese and Chinese vendors for VoIP products as well. But due to the weak after sales support, we have discontinued these products even though they were cheaper. Moreover, the support of these products depends upon the volume of business achieved in any financial year. This is not the case with Matrix, which is full 100% supportive, irrespective of the business volume contributed. How much growth are you expecting this year? With the new VoIP policy in India taking a new turn, we expect the VoIP growth in this financial year to be 70-75% more as compared to the previous year. SME


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LED RULES THE DISPLAY MARKET LED has become the latest blue-eyed boy of the display market. 15.6” and 18.5” provide biggest contributor to monitor market but slowly the customer interest for bigger sizes like above 20” are gearing up. And with the latest increasing number of 3D content the demand for 3D monitors are increasing. BY KARMA NEGI


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hose were the days of the bulky CRT televisions which adorned the living rooms of every home. Flash forward to 2012. This bulky but reliable technology has almost been replaced by LCDs and LEDs. The same is true for the computer display market. The bulky CRT monitors have given way to LCDs and still LEDs. Even among the new technology LED has become the latest attraction for consumers as it’s considered to be power efficient. LED sales touched 71.8% of total PC monitor sell-throughs in 1Q 2012 in the overall India PC monitor market reported CyberMedia Research. “The display market is growing at a commendable rate, with new players entering the field,” says Sanjoy Bhattacharya, IT Head, LG India. “Monitors are the steadiest of all the markets in India. With the rapid growth of the BPO, government, education, gaming etc the monitor market is expected to grow with a rate of over 17% per year,” responds Saurabh Grover, Director (Monitor Business India), AOC. “The market size during the last financial year stood at 49.51 billion with a lot of focus on introduction of larger screens by most of the vendors. 18.5” continued to be the biggest driver as per the screen size while 22”, 23”, and 24” also managed to get good foothold in the Indian market,” informs Grover. According to IDC Report, the India PC market shipments for Q1 2012 (January to March) stood at 9.5 L units. Abhilesh Guleria, Country Manager (MMPG and ITPF Business), NEC India, says, “The Indian display market has been growing at a rapid pace. This market is fast getting personalized looking for solutions which go beyond regular computing, operational and integration needs. The influx of advanced technology in the space has revolutionized the display market like never before. The professional display segment is looking at higher resolutions, full HD wider screens, 24x7 operations, multi functional solutions as touch functionality and integration of peripheral devices such as 3D projection, speakers, webcam etc.”

LED Marches Ahead of LCD LED monitors are slowly overtaking their LCD counterparts, because of their slim ranges. The display market will grow faster because the new technologies are constantly driving customers to upgrade and replace their desktops. Grover says, “LED Technology is the latest attraction for the consumers now. The powers saving feature, back lit technology is rapidly taking up in the consumer segment.” The innovative technology behind LEDs helps

the monitors to be that much slimmer, thus raising its demand in the market. LED monitor shipments surpassed LCD shipments during 2011. LCD shipments today account for just 20-30 percent of their total shipments. LED displays are superior for many reasons as they offer better contrast, and are sharper as they offer a wider color range when RGB-LED backlighting is used. “The aesthetic value of products seems to be driving their demand. The integration of LED backlight technology allows a much slimmer build, opening up entirely new possibilities for designing much more attractive and far more sophisticated products,” says Grover. “Lower carbon footprint and higher performance is the order of the day which has acted as an impetus for this market. LCDs have made CRTs obsolete and we can expect LED-backlit displays as a replacement market for CCFL-backlit LCDs.” “For monitor sales, channel segment has always been the main driving sector. With the rapid growth of the BPO, government, education, gaming etc the monitor market is expected to grow with a rate of over 17% per year,” apprises Grover. While for LG innovative technology, ever changing market trends and the constant need for something ‘new’ and innovative are the main drivers of display in the market. CMR reported the sales of LCD 15.6”W PC monitors fell by over 45% each in the last two quarter while in LED, the 15.6”W PC monitor category witnessed a QoQ growth of 1over 0% in sales by volume. “Though the entry level size like 15.6” and 18.5” provide biggest contributor to monitor market but slowly the customer interest for bigger sizes like above 20” are gearing up. With the latest increasing number of 3D content the demand for 3D monitors are increasing. Full HD Monitors and 3D Monitors are what customer is likely to adapt in coming time,” declares Grover. It will be sometime before LED completely replaces LCDs and Plasmas. Bhattacharya says, “LEDs are yet to completely overtake LCDs and Plasmas, as it’s still a relatively new technology. To completely outdo LEDs and Plasmas will take some time. But it’s definitely gaining ground in the market.” LED technology is not fully adopted right now but may be in next two years Grover sees a full transition of LCD to LED. He informs, “Moreover, companies have stopped producing the LCD monitors and shifted their production to LED monitors.”




3D As new trends and increasing demands boost up


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the display market the 3D market is generating a lot of interest among the monitor makers. “Apart from LED monitors, 3D enhanced monitors are the current trend in the display market and are increasingly capturing the market space. Companies are trying to differentiate their products by adding DVI and HDMI (High-Definition Multimedia Interface) ports. Monitor makers have also started catering to the AIO market,” informs Bhattacharya. Grover opines, “Though that demand for 3D monitors saw a growth last year but the market is still in a nascent stage and content development as well as technological innovation is required.” DisplaySearch in a 2008 report had forecasted the 3D-ready monitors to grow from 40K units (0.02% penetration) in 2009 to 10 million (3.6% penetration) in 2018. “If we notice current technology trend, we will find that companies have introduced 3D monitor, IPS monitor, touch screen monitor, all-in-one monitor and monitor TV. AOC has 3D, IPS and Monitor TV in its product line and they are doing quite good. AOC 3D monitor has got rave reviews and best buy monitor by many magazines in India,” Grover states. “Soon OLED will take on the market,” predicts Bhattacharya.

Innovation in LED In LED sales, LG continued to lead the market with 26% share in 1Q 2012 reports CMR. LG has launched its extensive LED display products which Bhattacharya says significantly reduces TCO through innovative software and impressive energy savings of approximately 30% relative to conventional LED displays. While AOCs majority of monitors in AOC’s product portfolio are equipped with innovative LED backlights and plans to equip all of its products with LED backlight panels next year. “The integration of LED backlight technology allows a much slimmer build with a profile less than 1 cm, opening up entirely new possibilities for designing much more attractive and far more sophisticated products,” remarks Grover. This year, AOC declared, will continue to develop new products, with more of its worldbeating ‘lightest’, ‘thinnest’ and ‘eco-friendly’ concept models. However, India being a price conscious nation product price does play an important role. But most of the vendors claim that despite the price of LED’s being on a higher side as compared to LCDs, consumers are still opting for LEDs. “The LED monitors are priced high as compared to LCD monitors, but still customers prefer to buy LED monitors as they are sleek and con-

sume less energy. The LCD monitors have also made their way from CRT, and hopefully LED monitors will follow the same path,” says Grover. He further adds that considering the energy saving, green technology and esthetics, the TCO of a LED will be comparable to LCD and even lower in longer run. Bhattacharya considers the price factor and awareness remains LED’s two main challenges that it needs to overcome to enjoy greater market share. He feels that as far as awareness goes, LED is, in many ways, a new technology and therefore its reach is yet to be as wide as LCDs.

Green Technology LG’s Green Computing solutions can help reduce power consumption within your deployment. Our LED monitors manage to reduce both energy consumption – as much as 40 percent less than conventional CCFL-backlit LCD monitors. “Additionally new computing innovations such as LG’s Network Monitor solutions allow organizations to share unused computer resources to multiple clients, driving a lower cost of ownership and impact to the environment,” Bhattacharya Informs. “AOC also has e-waste program for its products. The AOC Brand along with its parent company TPV Technology Ltd is fully committed to the cause of the environment and on being as green as possible. In India as well we have agreements with respected vendors in the field of electronic waste disposal. It is also the responsibility of every customer to ensure that their product is disposed of safely and in the proper method,” says Grover.

Strategy Channel ecosystem plays a pivotal role in making products widely available and schemes helps to empower them and make them more profitable. Currently AOC is running a scheme –“Buy more and get a lot more” for its tier III partners. This is a point based scheme, for 18.5” and above SKUs. “Over and above the scheme we have also planned a lot of lucky draws and surprise bumper gifts for our channel,” informs Grover. Last year, LG spent huge amount of money to improve the display management thereby highlighting the USP of products. Every quarter LG comes out with an innovative channel engagement programs. LG has launched a unique program for trade partner engagement by doing frequent lucky draws. As per the program, if the reseller buys 2 units from authorized distributor they will be eligible for the program and the reseller need to punch there data into LG website daily. AOC has incentive based partner programs all over India on a quarterly basis. “These programs help motivate the partners to sell more TVs and


Monitors. In 2012-13, we have plans to engage regional partners in different incentive based programs as per the sales volume and revenue,” says Grover. AOC plans to lay more focus on end consumer marketing since its position in the channel has remained strong consistently over the last few years. Emphasis will also be on PR activities such as, product reviews, participation in industry stories in the coming year,” Says Grover.

Looking Beyond With Smart TVs flooding the market shall we expect Smart monitors in the future with intelligent features like face recognition, PIP, smart TV capability, auto on/off etc. Grover believes some of these features can be available in future since some of them are there already for televisions. Bhattacharya also replies in affirmative. “Yes, these and many more features will be introduced in the future. No market can be satisfied with just what they have; once the current trends reach its saturation point newer technologies and features will have to be introduced to satiate the market demand.”


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Security industry has under gone a dynamic change over a period of time and will keep on changing. Among the security appliances, Firewall is an important component but with the evolution of the industry Firewall has added a lot of features and appeared in the form of UTM appliances. But that is not the end, now we are talking about Next Generation Firewall (NGF). BY KARMA NEGI


irewalls have always been at the forefront of overall architecture. While global UTM revenue reached $1.2 billion in 2011, a 19.6 percent increase from 2010 revenue of $972 million, Gartner predicts that next generation firewalls (NGF) will command a whopping 60% of security appliance sales by 2016, from the mere 5 percent of the overall firewall and security appliance market at present. Gartner further reports that the UTM market is in the midst of a transition of its customers from older technologies, such as stateful firewall inspection, to the latest next-generation firewall technology supporting application control capabilities. Does this means that the halcyon days of

UTM are numbered in face of changing security landscape and evolving technologies. With data center consolidation, virtualization and cloud computing, the role of firewall is changing. Taking in account the market dynamics may be it will make more sense to have purpose-built firewalls for purpose-demanding situations. This brings to mind the next question if with the ever evolving network based threats can security ever be ‘built in’. There is also the issue of manageability of firewall solutions with the increasing complexity of the technology. Adding new features to a box is not enough; it needs to be effectively managed too. UTM is a central approach to deal with network security threats for organizations – irre-

spective of size. It unifies multiple systems under a single appliance that it’s easy to deploy and manage rather than administer them individually. While on the other hand NGFWs unify the security services into a single engine and change the designing of access control and security policies. They extend the management of applications and traffic flow beyond block/allow.

The Tug-of-War Argument is rife when talking about the capabilities of these two security appliances. Gartner’s recent report predicting next gen firewalls to rule the security market by 2016 seems to have opened up Pandora’s Box. NGFs and UTMs have always been in conflict from analyst and capa-


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WE SEE NGFW AS A SUBSET OF UTM, WHICH IS CAPABLE OF PROVIDING ALLENCOMPASSING THREAT PROTECTION TO THE SMALLEST ORGANIZATIONS AS WELL AS THE LARGEST AND MOST COMPLEX ENTERPRISES AND SERVICE PROVIDERS” VISHAK RAMAN, REGIONAL DIRECTOR (INDIA AND SAARC), FORTINET bilities perspectives. Those in favor of UTM argues that while a UTM appliance can be deployed as a next-generation firewall, but a next-generation firewall is limited in its abilities and vice-versa. UTM market leader Fortinet believes that the buzz around NGF is creating market confusion and leaving decision makers wondering where this fits with UTM. It states that NGF capabilities are a subset of what is created with enterprise UTM. While others believe that UTMs popularity will wane in the wake of galloping strides of NGF. Cisco terms Gartner’s report as aggressive. According to Bipin Kumar Amin, Principal Consultant (Borderless Networks – Security), Cisco, “I understand firewall has been stagnant for a long time and NGF was a fresh air which cleaned the firewall tech per se. There is still a market for UTM. As far as NGF goes I feel we need to have new breed of firewalls which may be slotted as NGF.” NGFs are emerging as very powerful, that can detect application-specific attacks and enforce application-specific granular security policy, both inbound and outbound. Some of the vendors opine that NGF will be most effective when working in conjunction with other layers of security controls. “They will help in support of in-line bumpin-the-wire configuration without disrupting network operations. Act as a platform for network traffic inspection and network security policy enforcement, minimum features,” says Bhaskar Bhakthavatsalu, Regional Director (India & SAARC), Checkpoint. “The key to successful market penetration by NGFW vendors will be to demonstrate first-generation firewall and IPS features that match current first-generation capabilities, while including NGFW capabilities at the same or only slightly higher price points.” Fortinet categorically states that it is easy to determine that the proposed innovation is nothing more than taking traditional firewall controls

and applying them to applications based on layer 7 versus the original layer 4 methods. This is important, but not worthy of a new firewall category. Vishak Raman, Regional Director, Fortinet India and SAARC, rebuts, “Like other technologies that started as industries and were reduced to features – such as NAC and DLP – NGFW capabilities such as application control are critical


parts of the firewall, but nothing more.” ivalue fails to see any direct correlation between NGF and UTM sale as it feels they address different segments and needs. “We will see firewall component of UTM getting upgraded to NGF in line with technology evolution of firewall. This has already happened with couple of leading UTM players,” contends Sriram S, CEO, iValue InfoSolutions. While UTM was coined by IDC, it was Gartner which came out with the term NGF. “NFG is a technology name given by Gartner to equipment’s which performs effectively. It achieves this by using enough processing power and multithreaded, multi-core CPUs to simultaneously perform all operations on the data stream as it passes through the firewall and filters traffic based on an application signature rather than a port number. The same technology is being implemented on UTM’s too,” informs Rishi Samadhia, VP, ZyXEL Technology India. However, he added, UTM has file-size limits and cannot scan very large files. “Investing in an NGF appliance is the best option for CIOs,” says Sunil Sharma , VP (Sales), Cyberoam ( India & SAARC ). “We do not benchmark ourselves against traditional UTMs which lacks desired features, functionality and performance,” he added. He apprised that its NGF appliances have been consistently showing an impressive Y-o-Y growth at 40-50% per year and today leads the security market. NGF is evolution of firewall feature with much broader security coverage like application awareness, user behavior tracking, enhanced protection on web security front in line with modern day blended threats, significant improvements in IPS area, being port agnostic, etc. “NGF should not be looked at for saving costs or replacement of UTM kind of device,” advises Sriram S. Fortinet further opines that the reality of security today is that deeper inspection of all content is essential versus just the application allow/deny approach offered by NGFW devices. Admittedly, the main challenge for UTM vendors has historically been the ability to scale to large enterprise deployments as the amount of content inspection is significantly more than traditional firewall and NGF products. This is, of course, due to the focus on detecting and protecting from sophisticated threats. The key for UTM vendors, Fortinet advises, is to evolve their solutions to meet the enterprise challenges in the area of custom hardware acceleration. This acceleration provides real-time traffic reassembly and threat analysis at gigabit speeds. By combining a broad breadth of security capabilities including firewall, IPS, VPN, application control, antimalware, Web filtering and other fea-


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F orSal esenqui r y:neot er i ci nf omat i quel t d Regi onalCont ac t s : Nor t h:Mr . Aj ayJ an+91987353119 Eas t :Mr . De babr at aBunman+918420193357 Sout h:Mr . HJ oe s ph+919845869719 Wes t :Mr . Sat i s hNai k+919987069069




tures, it is essential to integrate custom hardware with custom ASIC acceleration to ensure low latency with high throughput for all application traffic. Raman remarks that with latency and resiliency issues out of the way, UTM is clearly an economical, secure and easy to manage option for large enterprises – and one that brings much more than just NGF buzz. “NGF market will eventually subsume the majority of the stand-alone network IPS appliance market at the enterprise edge,” counters Checkpoint’s Bhakthavatsalu with this bold statement. He confidently states, “This will not be immediate, however, because many enterprise firewall vendors have IPSs within their firewall products that are competitive with standalone IPS appliances, and are resisting truly integrating the functions and instead colocate them within the appliance. Although firewall/VPN and IPS are converging (and sometimes URL filtering), other security products are not.”

Bhakthavatsalu says, “UTM devices are single appliances that host multiple security functions. While they invariably include first-generation firewall and IPS functions, they do not provide the application awareness functions and are not generally integrated, single-engine products. They are appropriate for cost saving in branch offices and for use by smaller companies, but they do not meet the needs of larger enterprises.” Nevertheless, this segmentation by organization size is disputed by analyst firms like IDC, Forrester and Frost & Sullivan. Some UTM vendors disagree and state that their gear is capable of serving enterprises. “Fortinet does not agree with Gartner’s position. We see NGFW as a subset of UTM, which is capable of providing all-encompassing threat protection to the smallest organizations as well as the largest and most complex enterprises and service providers,” says Raman.

Segmenting UTM and NGN Another issue the market differs is on the segmentation of UTM and NGF. UTM has become synonymous with SMBs and NGF with enterprise. Gartner argues that the NGF is the evolution of the enterprise firewall market, while UTM is aimed at the SMB/branch market. It finds a supporter in ivalue which argues that enterprise requires ‘best of breed’ point solutions. SMB requires affordable and simple to manage ‘comprehensive’ protection and hence such a trend. “Enterprises do use UTM as second line of defense as they do not want to rely on single brand/make. Enterprise also uses UTM for their branch offices. Over time UTM functionality, throughputs also have enhanced significantly making them a viable choice for most of the corporate and enterprise needs,” argues Sriram S. Checkpoint too agrees that all-in-one or UTM products are suitable for SMBs but not for the enterprise. Quoting Gartner forecasts that this separation will continue until at least 2015


He feels that this is again a question of terminology and classification. “Gartner’s point is probably that purchases from large enterprises will account for a greater share of the firewall market going forward. We do not have statistics to contradict this but wish to reiterate that UTM is for large enterprises as much as small ones and UTM providers will definitely benefit from the projected firewall market growth,” he adds. Does this mean there is a need to break free from this stereotype? Yes, says Zyxel. “SMB and enterprise need security of the same level. Both segments require the state of the art in security, manageability, and compatibility with real-world business environments. With new technologies, businesses can define, enforce, and audit strong security and acceptable use policies, resulting in increased employee productivity and less risk to critical intellectual property or customer data,” says Samadhia. Seconding him is Cisco’s Amin. He remarks, “They themselves understand the need to break the stereotype and look at the adjacent market. NGF still lacks growth based application adoption. It’s not a different technology per se; the technology was existing but as a package within the firewall.”

Purpose-built Firewalls Changes in threats, as well as increased enterprise demand for mobility, virtualization and use of the cloud, have increased demand for new firewall features and capabilities. Here it brings the question does it make more sense to have ‘purposebuilt firewalls’. Though as simple as it may sound, the task is difficult. “Investing in purpose-built security devices for purpose-built situations fails when it comes to the exact nature of threats facing an enterprise: many threats, in fact, are of a blended nature and combine different threat vectors such as malware, spam, instant messengers, Cloudbased security threats and more. Also, investing in different security appliances for different threat situations can be cost-prohibitive,” informs Sharma. Human error may open up possibilities of threats warns Sudarshan S. Avadhany, Business Manager, gateProtect AG. “While multi-pronged defenses to network security threats are always recommended, it has to be borne in mind that the task of managing threats to the network is a highly committed and resource intensive one. Purposemade firewalls will again need to be integrated in a complex network infrastructure to enable seamless management. And that opens up the possibilities of threats because of human error,” he confers.


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Reiterating the same point Amin says, “Most of the attacks or security incidents or costs happen because of human mistake. Human mistake is nothing but how to manage day to day operation. And it is completely linked to what kind of management solution we have to manage those solutions. Therefore, it is not only very critical to have solution meant for our environment but also understand how to manage day to day operations and have console which allows you to mange it easily.” As the threat landscape is evolving faster than security solution market, the one size fits all is not the way security aspect needs to be looked at. Investment in security solutions is to ensure one protects business and its assets to ensure success of business today and tomorrow. Hence every business should evaluate risk aspects of their business and go for solutions which mitigate them effectively. Organizations’ final product selection decisions must be driven by their specific requirements, especially in the relative importance of management capabilities, ease and speed of the deployment, acquisition costs, IT organization support capabilities, and integration with the established security and network infrastructure. Fortinet has cloud-ready solutions for virtual environments to help create secure cloud infrastructures and deliver cloud security services. “Whether it’s a cloud hosting provider, cloud service provider, or large enterprise, Fortinet physical

and virtual appliances provide the technology needed to help protect virtualized environments,” informs Raman.

Manageability The increasing complexity of the technology also demands firewall management solutions. Adding new features to a box is not enough; it needs to be effectively managed too. However, managing different solutions is a difficult task especially when it comes to integration issues. Agrees Raman of Fortinet, “Yes, we fully agree that manageability is important in helping customers maximize value from our UTM appliances. Fortinet has always been focused on providing the most powerful security products in the industry, as well as strived to ensure the installation and configuration is both simple to use and provides a rich feature set for advanced deployment requirements.” When it comes to manageability ivalue believes that NGF scores well on manageability across multiple deployments, geographies, policy management, replication, etc. with a simple/single console which is a key need for global organization with multiple offices across continents. “UTM may not be the right fit for such requirements,” maintains Sriram S. Checkpoint believes it is essential for effective firewall managerial. Large enterprises will replace existing firewalls with NGFWs as natural fire-



wall and IPS refresh cycles occur or as increased bandwidth, demands or successful attacks drive upgrades to firewalls. Bhakthavatsalu says, “Apart from this, we should also bring information from sources outside the firewall to make improved blocking decisions, which helps in managing the effectiveness better or have an optimized blocking rule base. Examples include using directory integration to tie blocking to user identity, or having blacklists and whitelists of addresses.” Samadhia agrees, “Yes, effective management is very important. You can have many features on a single device but if you don’t know have solution to monitor and manage then they are of no use. ZyXEL has effective GUI, Central Network management and Vantage Report to monitor and manage hassle free.” Security vendors like Cyberoam and gateProtect have comprehensive solutions to tackle the problem of managing the network security. Cyberoam boasts of a comprehensive solution that greatly reduces complexity with user-friendly GUI and centralize visibility of all security functions within the enterprise. While gateProtect says it offers the easiest to manage firewall in India. “We pioneered the GUIbased management console to completely ease


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the management of network security. The visual description of the network reduces time required to manage network security dramatically while significantly boosting capabilities to secure the network better by offering lesser avenues for human error. Thus businesses are even saving a lot of money,” avers Avadhany.

Built-in-Security So it becomes clears that it is very critical not only to have solution meant for the environment but also have the right console to manage day to day operations. Here we can ask ourselves can security be ever built-in taking in consideration the ever evolving nature of the network based security. It’s exactly for this reason that a modular, scalable approach is critical to address evolving network security threats. “Perhaps in an ideal world,” says Fortinet. But the primary reason why the IT security industry exists is because IT products and services aren’t naturally secure. Secure development practices would address this issue but it would be a long way for the IT services market to have innovative security technologies and embed these as services. With the meteoric rise in the number of threats and the ever increasing complexity growing with it, the security also needs to keep up pace with this trend. Hence it’s a continuous evolution. Modern day enterprise want to allow employees to access say Facebook but don’t want them to play games. Products need to evolve to meet customer needs. “Some of the hygiene security needs are getting ‘built-in’ to raise the bar. Intel acquisition of McAfee was with this objective of embedding security in to microprocessor,” says Sriram S. The goal to achieve ‘built-in’ security has also been demonstrated by the acquisition activities of Cisco, Juniper, IBM, and HP. Partnerships with technically innovative organizations will be an important element to deal with the dynamic nature of security threats. “gateProtect for instance brings a tremendous security asset to its customers by way of our partnerships with Kaspersky and Vineyard. These focused partners are all leading vendors in their own right and their commitment to continuous research and development only helps us bring the best to our customers,” emphasizes Avadhany. Though it was a big challenge, Cisco understood the need to embed the security itself into the design whenever a technology is created. Hence it created a separate group which is kind of advisor or consultant for different business units working on new innovations and technologies so that in the concept level itself they can build security into their products. While Cyberoam feels on the contrary. Sharma asserts that no security solution can be truly ‘built-in’ as a one-stop panacea for the ever-growing number of threats. “However, we are more dynamically adept at addressing newer threat challenges because of easier centralized management and controls. This allows real-time updates in malware signatures and quick response to sporadic threat incidents.” But no doubt, firewalls need to evolve to be more proactive in blocking new threats, and enterprises need to update their network firewall and intrusion prevention capabilities to protect business systems, as attacks get more sophisticated.

Conclusion As for now UTM is not going anywhere and it will be some time before the differences between the two become clearer. Without any doubt firewalls will have to keep evolving to counter the fast evolving nature of the security market. Quoting Avadhany, “While industry players innovate and strive to appear different it is vital to recognize that UTM and NGFW players will all provide holistic solutions for organisations seeking network security.”


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In the past many years, Dell has either acquired many companies in the enterprise space or has tied up with some of them to create a stack of solutions. Today, the company is quite ready to talk about it.



nown to be a pre-dominant player in client computing, Dell has slowly become a major competition in the enterprise computing as well by virtue of its acquisitions and technology tie ups. Today, the company has end-to-end solutions including, PCs, servers, storage, cloud computing, mobile computing, printers, display solutions, etc. It has leadership position in client PCs and x86 servers. But still the company feels that there are gaps in certain areas where they should concentrate more. The think tanks feel that enterprise storage is one of such areas. It is not that Dell does not have presence in storage space but as a responsive company, their expectation is to play a complete role in terms of becoming one-stop-solutions provider. Therefore, the company wants to elevate its enterprise storage market offering to the level of other solutions, which are complete in nature. Towards achieving the goal, over last many years Dell is either acquiring companies or tying-up with specialised companies. And, in order to take the message to the ground level, the company is also investing on multi-level activities, one of which includes events and road shows for their customers and partners. Recently, Delhi witnessed one such event on Dell storage where both the customers as well as the partners were invited. Speaking on Delhi event, Suresh Reddy, GM, Global Commercial Channels, Dell India, said, “If you look at the industry trend, storage

is the heart of the industry. The idea is to have one day session on complete stack of Dell storage solutions. It is now a compelling story that we have a stack, which can be offered as endto-end solution to the customers. Earlier, we had some gaps but now we are very composed and confident.” As per the company plans, there were to be two mega events– one each in Mumbai and Delhi, which are already finished and smaller events will be organized in multiple cities in India. The mega event will witness the presence of both partners and customers and it will talk about the overall technology, industry trend, the entire stack of Dell solutions, RoI for the customers and the role of channel partners. Asked about the talking points in the event, Edwin NG, Director (Enterprise Channel and Strategy Global Commercial Channels--Asia Pacific & Japan), Dell, said, “We are talking about storage in terms of Fluid architecture and how we have worked on this architecture from ground up taking the feedbacks from the customers and partners in terms of exactly what they want to see in the storage offering. There are several players dominating this space for over many years based on legacy architecture. But what Dell is trying to do through this event is to help people understand what Dell’s Fluid architecture is and how Dell wants to be a serious player in the storage. We are talking about our differentiation in terms of architecture’s openness, flexibility and scale up than scale


“WE ARE TALKING ABOUT STORAGE IN TERMS OF FLUID ARCHITECTURE AND HOW WE HAVE WORKED ON THIS ARCHITECTURE FROM GROUND UP TAKING THE FEEDBACKS FROM THE CUSTOMERS AND PARTNERS IN TERMS OF EXACTLY WHAT THEY WANT TO SEE IN THE STORAGE OFFERING.” out, how we are assuring the customers investment on technology, etc.” As per him, a small company, today, becomes big tomorrow but it is very difficult to assess how big the business will grow therefore, the infrastructure should scale to accommodate the growing business needs. So what Fluid data architecture can offer is the ability to scale up accordingly and not lose any computing power. With Fluid architecture the customers do not pay anything more when they grow big and they


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are not locked as the system is open standards based. Besides, Fluid architecture has the ability to integrate seamlessly with cloud offerings.


Edwin maintains, “So there are a lot more exciting times. A lot of industry is watching how Dell is putting things together. I think it is still the journey. There have been a lot of acquisitions in the recent times and it has not been fully integrated as yet. Once the things are in place, Dell partners would find it more advantages to sell Dell offerings.” Reddy adds, “Transformation and solution is a journey that we have embarked upon but we have miles to go. Everything boils down to partners’ adoption of solutions. We will emphasize on enablement and certifications. The goal is set. In last one year and half since starting of Global Commercial Channel (GCC) in India, we have listened to our partners, taken feedback, and have implemented in action.


Dell’s acquisition of Boomi Software,the SaaS integration leader,was part of it plan to accomplish its cloud strategy.

The message is that Dell wants to be a serious enterprise player stitching all the components together- be it data centre, virtualization and even the desktops. The company has embarked on a journey and the acquisitions the company has made, whether it is Boomi, SonicWall or Wyse all are to support the journey.


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BUSINESS INTELLIGENCE – POWERING SMES TOWARDS SUSTAINED PROFITABILITY It’s ideal for an SME to fully leverage the technology options available within the organization, including the integration of social media, before contemplating anything new.


or any large enterprise, introducing a new product in the market based on misinterpreted market research might not necessarily pan out into a survival issue; however, the same might not be true in case of an SME. A single mistake could very well mark the beginning of an SME’s downfall! This highlights the escalating need for an SME to embrace Business Intelligence (BI) and Analytics. There are a lot of business drivers influencing SMEs to implement BI. It’s ideal for an SME to fully leverage the technology options available within the organization, including the integration of social media, before contemplating anything new. It is quintessential for an SME to opt for a state-of-the-art, easy to use and deploy BI solution, which spans different business areas, thereby ensuring value for the entire organization. Factors for Successful BI Implementation It is imperative to first have a sound BI strategy in place – one which takes into consideration the exact need as well as the prioritization of the organization which is implementing the solution. Aligning business and IT is a key factor which is commonly ignored. Every project needs a business sponsor. The business sponsor plays a key role in bridging business users with the IT team and promotes the information culture – and gets users to switch from traditional ways of using data to new methods of analysis and informed decision making.

Start small, think large approach works best for an SME. An ideal approach is to identify the biggest issues in the organization and start from there. Research demonstrates that BI initiatives which have rightly identified the objectives and goals are more likely to succeed than projects with big budgets. Hence, it makes sense to start small, while keeping the larger objective in mind. More often than not, ease of use gets overlooked while formulating the BI solution. Organizations can realize value in implementing the most sophisticated BI solution, provided the end business audience find it easy to use; else, the very purpose gets defeated. How effectively and efficiently the deployed BI solution will be used by their end users, largely determines the success of such an implementation. Reduced total cost of ownership is a sure shot indicator of a BI solution’s success. Total Cost of Ownership includes many costs in addition to the cost of implementation and the BI Solution’s license. Data quality is one of the major contributors; cost of bad data and time to integrate data can cause severe handicaps to BI implementations in SMEs. Hence it is vital for organizations to also consider data management strategy as part of their overall BI strategy. BI Solutions’ Approach Traditional or in-house solution: Organizations can do one of two things – use BI tools available in the market and implement the BI solution inhouse. Let’s consider a Data Warehouse Appliance with data, reporting and dashboard solutions.

While selecting a BI solution, organizations need to consider the time taken to implement (some may be quicker than others), the cost of integration with internal data systems and lastly, the availability of resources to implement and maintain the BI Solution. Open Source solution: Open source BI solutions offer free codes so that organizations can develop and implement their BI solution. Open Source solutions are community based and often low to no cost, while providing the option of scaling up gradually. Leveraging Cloud based solutions: Cloud based BI solutions are becoming a trend and these are offered as a service. The data and the solution would reside at the vendor’s data center, thereby enabling an SME to avoid capital investment and physical storage space. Having said this, there are a few disadvantages as well. The initial cost of deployment might be very less, but as the system grows, the subscription cost can escalate. This will not work for an SME if a lot of customizations are necessary, as there might be limitations to the level of customization. Add to this the fact that many organizations place ample preference in protecting their data in-house. Final Take In an increasingly competitive data driven market, SMEs’ ability to access, process data is extremely critical. Making effective and efficient use of their BI solution will be a key success factor for SMEs to enhance and sustain their profitability quotient.


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ndus Motor Company Private Limited is a top ranking Maruti vehicle Dealer in India with 50+ branches and 150+ Outlets in around Kerala and Tamilnadu. Incorporated in the year 1984, Indus has been awarded the No.1 Maruti Dealer in India for the last 6 consecutive years. These accolades clearly shows its efficient adoption of office automation solutions among many best practices. Mr. Krishna Kumar K, Sr. Manager Finance & MIS, Indus Motors, says, “Earlier we were using FoxPro based software and then we changed to DMS (Dealer Maruti Software) but we had to leave accounts from it as it was done manually.” The DMS was implemented in ten branches and it was more for office administration purpose; but the growing business called for some better automation across the branches. So finally during 2003-04, the company decided to implement industry standard enterprise solution. They tried to evaluate multiple brands along with Tally but finally settled with Tally software. Mr. Abdul Wahab P V, Chairman & Managing Director, Indus Motors, says, “During our evaluation process we found that Tally software is simple, reliable and accurate. This is what we were looking for in enterprise software because we wanted to use it in all of our branches. We knew that Tally is a well-known product and is stable for accounts and finance. Besides, Manvish Info Solutions Pvt. Ltd. who implemented solution at our office, gave enough confidence to go for Tally across the branches.” To start with, it took three months to implement the solution in 10 branches. It was difficult in the beginning though, but gradually the experience was smooth. Mr. Mohanan Thampuran, Founder & Chairman, M/s. Manvish Info Solutions,

“During our evaluation process we found Tally is simple, reliable and accurate.” ABDUL WAHAB P V CHAIRMAN & MANAGING DIRECTOR, INDUS MOTORS

CONTACT Tally Solutions Pvt. Ltd. AMR Tech Park II, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068. India.Tel +91 80 66282559; Fax +91 80 30228775; www.


l Easy To Manage

Inventory l Easy to Track

Cheques l Real time MIS


informed, “When we started working with Indus Motors, we wanted to take up their first issue of generating the MIS reports in real time. Earlier they used to synchronise reports across various platforms and import it to Microsoft Excel, then consolidate the same and it was not of real time. The top management was getting the report around 15th -20th of every month, which was not acceptable for the management. We created an online system, integrated it with Tally.ERP 9 and created a real-time MIS system. This helped the top management to get the MIS reports within first week of every month. Later on, we helped them in intra branch cheque tracking and inventory tracking systems using Tally. This actually enhanced the company’s productivity and

business.” Mr. Krishna Kumar adds, “Today, we are able to generate MIS reports in Tally. We have full trust on Tally.ERP 9 platform as it is a 100 % solution for finance, inventory maintenance, MIS reports etc.” Today, 200 + users are connected with Tally.ERP 9 at Indus Motors. Apart from accounts and finance, the company is using it for inventory control. Mr. Krishna Kumar mentioned, “Since we knew Tally prior to the implementation and Manvish was proactive in terms of training and supporting our accounts staff, it was easy for us to migrate to Tally.” Finally... In terms of absolute benefits, Indus Motors is able to generate reports, bills and MIS smoothly.


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Post graduate diploma in computer applications and MBA, Mr. Mohanan Thampuran woke up to his call of entrepreneurial desire. But before starting his venture - M/s. Manvish Info Solutions Pvt. Ltd.- gathered 10 years of work experience in various companies so that he would be invincible on the face of adversities. During 1999-2000, he quit his coveted job and started a small training centre for computer courses at Aluva, Cochin. During that time, many students enquired about Tally course, which gradually ignited his interest in Tally. Mr. Mohanan says, “Since I wanted to give official certification of Tally, I approached Tally Solutions to approve our centre as an authorized Tally academy and I was given the due approval in 2001.” Following the success of Tally academy, Mr. Mohanan approached Tally for becoming a reseller or partner and was bestowed upon with that chance as Tally Bronze partner and then given the chance to sell full range of Tally products. He added, “Business opportunity was growing, as we started getting enquiries for software products. Today, we are so overwhelmed with Tally business that we are not thinking about other business. We do have our own training,

support, and development centres - all approved and authorized by Tally Solutions Pvt. Ltd. We are known as specialist in enterprise level end-to-end solution provider.” When Mr.Mohanan started the business he had to undergo hardships. The company was only selling licenses and it was less known in the market. On an average they could sell only 4-5 licenses a month, which was not good enough to sustain the business. But, gradually the company realized that more than products, support could help them to attract more customers. So they started emphasizing on support and services, which helped them to generate more leads. Since then, the formula of support has helped them gaining patronage of many customers in and around Kerala. But Mr. Mohanan adds, “Projects like Cochin International Airport and Indus Motors have given us satisfaction. We have also made a major ERP implementation at Kerala Ayurveda Private Ltd.” Projects with Indus Motors, where Manvish Info Solutions helped them in real time MIS reports generation, and Cochin International Airport had come as shot in the arm for Mr.Mohanan. It had given the company confidence to move forward in the enterprise level solutions.

Manvish Info Solutions turnover crossed Rs.3 crore last year and efforts are on to double the number this year. Mr. Mohanan says, “I am happy to be associated with Tally Solutions and the decision to do only Tally business. I have made many friends across India thanks to Tally.” To keep up the tempo, the company has invested heavily on manpower development and its skill development; so that it gets aligned with the vision of Mr. Mohanan, who wants to develop end-to-end customer solutions in enterprise business and would like to third- party devices integration on Tally platform as well. Finally… As a closing remark, a happy man, Mr. Mohanan says, “You can very well trust Tally and the man behind it - Mr. Bharat Goenka.”


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“MARKET IS TIGHT BUT WE ARE STILL GROWING” Market is tough. Systems builder markets are suffering because of the HDD issue and that is hurting everybody. Consumer markets are affected by slowdown. Consumers’ confidence is low. Dollar price has touched 56 rupees and there is an increase in service tax. So in this scenario looking for growth is very difficult. SME Channels spoke to Mohit Anand, Managing Director, India subcontinent Belkin Inc., about his strategy.Excerpts.

What is your prediction in terms of Belkin’s growth? We had predicted close to Rs.250 crore turnover by September 2012. July, August and September is traditionally best quarter for IT - specially for our category of products as we have always seen it a No.1 quarter; but my thinking is that whether we will get Rs.250 crore or will end up at Rs.220Rs.230 crore will depend critically on how June goes. Market is tight but we are still growing, we had a record sell out in JFM quarter. There are newer products being added. The range of networking products has been revived by adding range extender, travel router, which is a small plug-n-play product, etc. We are also working on 3G router, which can be connected to 3G dongle. We are also launching the Bluetooth keyboard for Android and Apple platform. The USP of this keyboard is that it comes with a built in stand. So things are in good shape and we are looking at unmanaged switches which will be come out in June. Screen cast AV4 will also be launched which is a very good product because on Gadget Guru it was an award winner product, and is for the consumer market. Today, we are offering Connected Equipment

Warranty (CEW) on our entry level products, which was on the high end products. We focused big time on telecom retail which is a brand new channel for us and have launched screen overlays for almost 30 mobile phones across Nokia, Samsung and Black Berry at an MRP of Rs. 199 with 1 year warranty. By adding more and more products, we have tried to continue to grow and expand geo reach and get into more channels, verticals are being specialized like telecom retail, tax channels and electric channels. What is your marketing budget for different activities? We have spent the marketing funds back on BTL activities. We have run our full 22 city road yatra for our dealers. We will be doing our channels conference, where in, we are taking 100 partners to Bali and it is also our annual channel awards for the country. We have focused our energy on the channels because channels need the support to sell the products rather than focusing on the ATL and the advertising medium we have gone back to the channel programmes. So towards all the activities, we will end up in spending US$1.6 billion dollars from October

2011 to September 2012. Among all the product lines and verticals, which are showing growth? All products are growing but networking is growing stupendously for us. After we revitalized the range networking is growing stupendously for us and AVI cable is also growing. Surge is steady as it is not growing at a rapid space and our telecom business which is new - so obviously is growing and our laptop accessories business is also steady, since it is directly linked to PC, and laptop growth has not been very big or strong right now. Keyboard mouse has grown because it is a brand new product but it could have grown more if the hard drive issue has not happened to the assembled PC market. Our structured cabling business is steadily growing which is a mature business. So out of these three sales divisions what is your expectation? LFR is around 18%, corporate sales is around 12% and 70% is channel. In LFR router, surge, AVI cable and telecom products are also being sold. In corporate sales, structured cablings and back


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to back sales because ICICI is recently considering our surge for all their branches. Primarily corporate division is 90% because they are key products there and structured cabling products are also being sold through channels. By which quarter you expect to be in a normal position? There has to be some catalysts in the government because the perception is that government from apolitical stand point is not stable and there is a paralysis kind of situation and they need to take some action to boost the economy. If they do that then the turnaround will happen quickly so it is more a policy action requirement to boost the market right now.


Products are available in the market but at a very high price. Due to the HDD issue assembled PC market has finished and the condition of Samsung, LG monitors, LCDs are also very low. Hard drive supply or pricing will be ok till June but overall market sentiment dependent on what policy action government takes to boost the economy. The moment they start doing that, the tangible action and policy initiative and correlation politics allow them to do this for e.g. FDI and retail, huge boost it will be but it is good decision for the country for the long term. There needs to be concrete policy action to boost demand and sentiment by the government.


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AUTONOMOUS REVENUE From an overall IBM strategy, its channel ecosystem plays a very important role. One side the organic growth and the other side the acquisitions, on which IBM has been pretty stressful. But the channel ecosystem is the right glue that puts the things together gives the company a peace of mind. BY: SANJAY MOHAPATRA




he entire Indian IT industry knows that IBM is very strong in its channel strategy from its STG perspective but one should also know that IBM Software Group is also trying to catch up with its counterpart in terms of channel penetration. If you look at IBM Software Group’s channel strategy, it is based on 3-4 core areas. The first is that the company would like to expand and proliferate into the new markets. Secondly, the company wants to make its channel partners more enabled in terms of skills so that they become independent in terms of technology offerings, identifying opportunities and progressing on the opportunities. Kalyan Sridhar, Channel Head, Software Group, IBM India, says, “We have been doing that in the past but now our strategy is to increase the penetration. We are focusing on making the partners enable faster so that they can integrate our acquisitions quickly to offer those as their solutions.” He adds, “We fall under the middleware and we are the glue between the operating layer and applications layer. It’s about how do our customers address their core business problems. Broadly there might be 5-6 areas that

we have identified in terms of customer problems.” The first one is about information over load. Today if you look 15 petabytes of data gets generated every day. That is an awful load on storage and the analysis says that 80-85 per cent is unstructured. It means the customers want to turn these data into useful insights for business gains. This is what IBM Software Group addresses through a combination of products including database, data warehousing, BI, in terms of being able to turn these data into useful information. This is a common problem across industry - whether it is large or small customers. The second part is around people. Today, the industry is facing challenges as to how to communicate and collaborate with their employees. With 15 petabytes of data generated every day and most of them unstructured, how do the organizations ensure that their team members get the data rather than going around searching for information and not able to get that correctly. This is where IBM Lotus portfolio comes into play – whether it portal, instant messaging and collaborate with social media etc. The third is how to optimize the core infrastructure. Today, there are


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islands of information available, so the organizations need to optimise the information to make sure that core areas are addressed. The fourth business problem is integration. Here comes the role of IBM WebSphere and integrate and modernise applications. Even using its Rational portfolio, the company takes age old applications and make them web enabled and modernise the applications to put them in to the current requirements. The fifth area is risk and compliance. Everyone knows that security is coming up as a huge factor for organizations to take care of. Similarly governance is a very big concern for the customers. The policy that the government brings changes every now and then. Here comes IBM’s security portfolio in terms helping the customers embrace such changes. Kalyan maintains, “Overall, these are the common set of challenges our customers face. If you look at IBM middleware portfolio, it helps customers right from setting up messaging infrastructure to risk and compliance, and governance solutions. On top of it, if we add solutions like Smarter Planet, we talk about smart traffic, smarter cities, smarter waters, smarter electricity and the list is endless. So if you combine both the offerings, the things can be different.” The aforesaid business problems are quite common across all business houses whether it is BFSI, retail, insurance, Govt., SMEs, etc. These are the specific challenge areas where IBM partners develop applications and offer those to the customers. He adds, “Towards enabling them we are developing their skill sets to become more autonomous. We are expanding to newer territories and integrating our acquisitions a lot faster.” From the skill set stand point, IBM has come up with IBM Partner World Virtual University where partners can on demand go and skill themselves. This is a 24/7 site where they can take webinars, technical sessions, presentation, product pitches, etc. On top of that the company also offers face to face enablement activities. These activities cover sales and technology bit. And it is a continuous process - every month and every quarter. The objective of the company is to make them skilled enough so that they can have indepen-

dent intelligent conversation with the customers to address their core problems. So it is about elevating the discussions from software as a commodity to really about solving the business problem of the customers. Towards achieving its, goal, IBM Software Group has embarked on a journey called Software Value Plus (SVP) programme. Towards this, the company has tried to ensure that the partners are valuebased partners and not just the volume partners who sell software as commodity. So to be an SVP partner, they need to certify themselves in terms of technology and sales so that they could have intelligent sales conversation with the customers. IBM is ensuring that the partners have certain requisite skills’ level to start selling their portfolio. That does two things for the customers –one: the customers can have a deeper discussion with the partners in terms of helping them solve their issues and secondly, the partners are able to offer a lot more value added services to the customers than just selling licences. They are able to implement solutions and provide services on top of that. Besides IBM Software Group has also launched Software Value Incentive (SVI) programme for its partners, where by the partners are rewarded for identifying and selling to the customers on their own. Here, the partners bring in the opportunity and take it to the closer level and in turn they end up in making a huge rebate – almost a tune of 20% additional rebate excluding their normal rebate on sales. If somebody else identifies the opportunity and the partners does all the works in terms of progressing the opportunity, the company also rewards those partners. So in effect, the company has come up with an ecosystem and an incentive programme to help the ecosystem to be able to generate more autonomous revenue thereby making it more profitable for the partner organizations. In addition to that, IBM Software Group has also announced an incentive programme called Business PartnerLed Market (BPLM) incentive. This programme is about how the company expands its geographic reach. The company has identified 27 cities part as of its BPLM strategy. The cities include all 7

metro cities and 22 tier-2 cities. The partners get flat 8% margin in their first sales in these BPLM territories. Of course, they carry certain target and if they achieve that target, they get additional 7%. So they end up making 15%, which is on top of SVI incentives. It means if a partner becomes an SVI, he gets 20% margin and if qualifies for BPLM, he gets additional 8% to 15% and all total he makes a margin in the region of 28% to 35%, which is excluding his normal transaction margin. Kalyan adds, “On top of it, if he happens to be IBM STG partner, he ends up making an additional rebate of 15% on software and 5% on hardware but the pre-condition to that it has to be 30-70% or 70-30% mix, which means, if he sells 100 dollar worth of products, 30 dollar should be of software and 70 dollar should be of hardware of vice-versa. This is part of IBM Solution Accelerator Incentive programme.” Effectively, IBM Software Group has a strategy where partners are the corner stone and the company cares for how they can grow in the market place. And the company is putting incentive programmes so that they can put money back in their business and skill themselves up and bring autonomous revenue for them. These partners are connected with IBM through three value added distributors – Redington, Ingram Micro and Avnet. These distributors are the first line of support for the channel partners. They have dedicated resources to help the tier-2 partners. From the market perspective, the common perception is that IBM software is not right for the SMBs but Kalyan refutes it, “It is a perception. Bulk of IBM software’s business comes from SMBs. I have been in IBM for the last 14 years and have sold software to many SMBs in India. The perception has been created because of media reporting of our dealings with companies like Bharati Airtel, IDA, etc., where we have executive large orders.”

Finally… When IBM Software Group is leveraging its STG channel strength to sell its software products, at the same time, IBM is also scouting for more independent software channel partners across pan India, creating an opportunity to make good margin in hard times.


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As most customers are looking at solution based approach HP PSG says that it offers value to them which makes their overall solution very cost effective. With an improved solutions based product line it hopes that it will help the partners increase their margins. BY APARAJITA CHOUDHURY

FACTS ABOUT Year of Operation in India



Key Executives


Rajiv Srivastava – VP & General Manager; Ranjivjit Singh – Chief Marketing Officer; Vinay Awasthi, Senior Director, Product Category; Gurpreet Brar - Director SMB & Commercial Channel; Meraj Ahmad – Country Manager, Commercial Business

No of Partners


Over 3,500 channel partners

Key Solutions


Notebooks and desktops across consumer and commercial categories, workstations, monitors, commercial displays, thin clients, retail solutions as well as accessories


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he major concern for today’s consumer is about the solution or usage of products which can serve his/her purpose best, rather than the price of the product. They focus on those categories of products which can fulfill their day to day requirements without any hassle. To create a healthy relationship with customers, channel partners are also looking more towards providing solution based products. As vendors increasingly understand the sentiment of the customers, HP PSG is also proceeding forward in the same direction. Solution selling is HP PSG’s focus on India apart from increasing the profitability of the channel partners, which is considered as the No.1 objective. Secondly, improving the product lines. Its product portfolio does not end up with desktop and laptops, there is a huge range of value products like workstations, Thin Clients, Virtualizations, etc. All these are solution based products, which HP PSG hopes, will help in increasing the reach as well as the profit margins for partners. Moreover, lots of advancements have been done in terms of improving the channel profitability.

Seeing the present market scenario, HP PSG took many initiatives. First, to have a dominant market in workstations, the company has launched a new workstation which, it says, has been well received in the market. Secondly, improving the spec because from the spec stand point, there is high end desktop which are fully loaded in terms of management security. Thirdly, increasing the market share for those set of products to deliver lots of value to the customers. Lastly, virtualization and attach in which the company is trying to make overall business model for the partners and operations. Gurpreet Singh Brar, Director (SMB and Commercial Channel), HP PSG, stated, “Definitely customers today are much more aware about what they are going to buy and even partners are also well trained. Most of the customers are looking at solution based approach. We offer value to them which makes their overall solution very cost effective. These are some of the things that we see in the market place. In SMB or SME level, we have done lots of work and that is why HP is offering great value.” With the solution based products becoming a major concern for consumers, HP PSG has done


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HP Mobile Moghuls programme

HP Sales Odyssey Programme

HP AchievePlus


some value additions to its existing products lines. Brar explained, “We have tied up with ISVs and designed solutions for a particular micro segment and then bundled our hardware. We sell overall solution that is combination of software and hardware. So the application from the customers’ standpoint is immense.” HP has also delivered customized solutions to the manufacturing, textile and the gems and jewelry industries. Brar said, “Apart from sales of solutions, HP also takes the overall ownership of the products. Since it goes from a single vendor the entire solution gets tightly integrated. Besides, the HP backs the entire solution through a strong customer support mechanism. That’s why I don’t see any challenges in terms of customer saying that it is a hardware problem or that is a software problem. We take care of everything. This is precisely the reason why SMEs are seriously looking at solution oriented approach.” HP believes in the philosophy of providing the best in class support and product across the country. Brar said, “We also offer best in class product for customers and partners. So these are some of the fundamental pillars of HP and we keep building our products and go to the market processes, which basically aligns to these objectives.” As far the product roadmap is concerned, the company has been adding or refreshing its product lines. For example they have added new models to the high-end laptops and Z series workstations. Brar maintained, “As far as overall technology is concerned, we will definitely be a right player.” Empowering channel partners has always been an essential part for every organization and HP is also not lagging behind. With the aim to educate the channel partners about their new products and solutions, the company has been launching incentive programs, training session, etc., and a series of initiatives and events across the country.

Finally, HP Partner Programmes

HP Partner Learning Portal

HP Speed Programme

HP Reseller Compensation programs

After analyzing the awful market scenario, HP PSG took some major initiatives to sustain its dominant position in the market which include addition of new products to the existing product lines and increasing focus on partners’ profitability. As the customers are looking for solution based approach, the company has decided to sell solutions. Emphasis is also on the sales of workstations and attach-products to address the vertical market. Along with all the key initiatives, partners’ incentive and training programs are being launched in order to modify partners with different sales tools, product information and reward channel partners for achieving their targets.


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Last year, as part of its global program, Cisco moved from a technology based specialization to an architecture based specialization. It launched its Partner Led strategy to drive more mid-market and SMB sales of products and services. And it seems the strategy is paying off. BY: KARMA NEGI


ast summer, as a part of its major corporate restructuring, Cisco rolled out its new sales initiative called Partner Led with focus on mid market and SMB resellers. The rationale behind this change was that it would get much more scale together with partners than doing it themselves. Cisco clearly saw the benefits they could accrue by undertaking the program. It estimated that there could be 1:40 or 1:50 kind of scale if it does a partner model. Since then it has repurposed almost 80-100 people who were otherwise focused on end customers and let them focus on partners. This meant that all their KRAs, compensation all got linked to partner success. It seems the strategy is paying off as despite the market going through a rough patch in the last two years, this business has grown more than 45% Y-o-Y over the last three years. What Cisco started off as a strategy shift is now becoming a main stream strategy. It is continuing to accelerate investments in to Partner Led whether it is in terms of directing more and more incentives, rebates or enablement, and capability building or financing which is a critical need for channel partners, especially in the current tight liquidity climate in India.

Strategy Story Cisco considers its partner model different from some of its competitions and hence maintains a clear position that wherever possible partners services will take the forefront rather than the Cisco services. Talking about its approach in India for the last



two years, Pramodh Menon, President (Partner Business Group), Cisco India & SAARC, said, “Cisco has done some amount of customization of the core program. Because of India’s vast geographical diversity there are offerings which may need some tweaking for different parts of the market. If some city is in education, heavy user based, then Cisco lays a little more focus on things like digital media or wireless and builds technologies around it. It also identifies one or two partners as league partners to address the opportunity.” One interesting thing Cisco is witnessing is that many of the revenues booking are coming from customers, who have never bought Cisco before. Hence it is a significant new revenue stream for them. It sees a runway for itself in the huge SMB market as no vendor can claim to have cracked the code on how to address it because of its complexity and diversity. Cisco has two streams of partners. First are those who have been with Cisco for a very long time and have grown with them, have committed to invest on long terms and understand Cisco’s architectural differentiation. And the other is the new set of partners who are now coming on board. Given Cisco’s product spread and the whole focus on architectural specialization brought in its partner programs has led to new partners joining it which has been a great source of incremental revenues as well. Hence for Cisco these are the twin engines for growth right now for Partner Led program. That’s why Cisco is focused on two things at present: Make the existing partners more capable and get new partners who will give significant market


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access or capability. Therefore, in order to empower them they are directing a lot of investments at partners who have grown with them and have the capability. It is also investing on people who have not tasted Cisco actively in the past, and getting them on board is part of its recruit enabled and develop framework. Cisco knows that without enablement it will not to be successful. Hence a significant amount of focus has been put not only on channel partners’ enablement, but also on enabling new partners to understand the technology and understand the partner programs.

Partner Programs Avant Garde start is another of Cisco’s partner enablement program, where it provides additional support to its partners. Each partner who comes onboard have their own set of customers, every partner gets a set of headcounts which are his home accounts, so his own customer base. Where he sees there is a significant amount of additional revenues which can be realized by pushing Cisco technology. From their side, Cisco creates a lot of demand through its campaigns. It gets customer leads and has invested significant business intelligence on customers. It has profiled a number of customers and estimated their likelihood of buying and shares them with their existing partners. As long as a partner has the capability, Cisco, through this Avant Garde program, aligns potential accounts to that partner. “Apart from the accounts he himself brings as part of their business, we help them address headcounts where there is significant amount of intelligence already built up. We know the buyer, their accounts, existing install base, the likelihood of him upgrading, his spending for the next five years etc. So if we create that intelligence then we tie that to a partner and instill the whole preference for that partner when the deal actually happens. Thus, he gets a motivation to invest in sale cycle. It has been a great success.” At the Cisco Partner Summit held in San Diego, a few weeks back, was announced the enhanced version of Avant Garde called Partner Plus. Partner Plus comprises of three things. First it provides rewards and incentives to the partners for the investment they have made with Cisco. Secondly, they get customer intelligence dashboard. Cisco partners, whether on mobile phone or portal, can access a map of all of his customers. And the third one being able to access to technical university of Cisco networking. Cisco feels that this program addresses a gap because technology capability building takes time. And for smaller partners the journey is very

expansive and finding quality manpower not easy. So there are multiple challenges and Cisco is trying to see to mitigate those challenges. With its partner programs and philosophy based on value and not volume, emphasis is put not on the dollar number which they bring in, but on their capability informed Menon. Broadly Cisco has two kinds of partners: one who are big and across the spectrum and the other are partners who are small and focused on one technology. In its hierarchy of partners there are registered partners, select partners, premium partners, silver and finally gold partners. With its focus on simplification, having too many programs is not something that Cisco believes in. The kind of specialization that partners need to have depends on different technologies and requirements, which once again are simplified and not made more complex. Apart from the Partner Plus program it also has a flagship program called VIP or value incentive program, which reward partners for performance in selling architectures and a significant rebate is paid out every quarter. Another program is called ‘Opportunity incentive program’ or OIP, to encourage people to hunt and get new customers, hitherto unknown to Cisco, and they get a preference and rebate for that. OIP is largely targeted at the smaller partners but also have large numbers of premier partners. Once partners are past the specialization they don’t need to have gold or silver level OIP. They can be registered partner with a specialization. The third one, largely targeted at the higher end-partners like the SIs, is the TIP program or Teaming Incentive program designed to reward partners for the work they do early in sales cycle. All the three programs (TIP, OIP, VIP) are valid across all partners, but for VIP one need to have a specialization. Further, Avant Garde Plus can be combined with the other Cisco offerings such as Cisco’s OIP, VIP, Cisco Trade-In Migration Program (CTMP), Technology Master Curriculum and others. Apart from the programs targeted at the resellers, there is also a similar framework targeting the distributors. It has distributors Management By Objectives (MBOs) for example, where they agree on the charter for that year or the base of the business plan. Then there is a payout which happens every quarter based on the milestones achieved. Cisco also does aggressive funding of the resources within the distributor organization especially on the technology side. One of the successful models it has funded is the ‘Distributors Systems Engineers’. For many small resellers, distributors become the point person to get technical information from. Hence it becomes important


that that point exchange is managed well. No doubt, these assets cost a lot but for Cisco it is an investment that they have to make if they want to sell its differentiated value. Partners also have to sell the differentiated value for them to be profitable. Therefore, it is an investment which is well worth and all the early indications the company has in terms of success exactly seems to suggest that. He adds, “We are seeing a lot of traction around this because partners also get very enthused that there is something different to talk about.”

Managing the Programs To manage these programs there is high level of automation and all ordering is done electronically. All the partners buy electronically and there is no paper purchase order. One area where Cisco has seen significant improvement is the ease of doing business with partner with the launching of CCW or Cisco conducted workspace, which allows people to directly place order or make that ordering process very simple. Many of its large partners are already on that platform. Apart from people in the field Cisco also has a concept of virtual sales. It has people who manage people partner relationships either through telephone or video conferencing kind of solution. These virtual partner business managers sitting in Bengaluru are each assigned a set of 50 partners. They are responsible for their partners both in terms of business planning, revenue, and enablement efforts. Increasingly, virtual sales will become a big part of its strategy.

Finally… With seven direct sales offices, it is further evaluating to expand offices in other cities, either by itself or through its distributor. Cisco is confident that by the end of this fiscal year Cisco will have strong presence in at least 20 cities in India, because of the significant market opportunity present there. In the small business, which is at the lower end of the portfolio, Cisco has seen almost a 4x growth in the last three years. In a first for Cisco, it is now addressing price points, which was never a part of it in the past, but now some of the Cisco solutions are available for $100. With huge growth coming from beyond the big metros, Cisco wants to scale its activities that it does in the metros, to next level of cities and significantly beyond that. Currently, a significant amount of its business comes from the top 6-8 cities, but it also sees immense opportunity to expand in 20 cities.


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DIFFERENTIATES US FROM OTHERS TE Enterprise is a market leader in the structured cabling segment. With more than 50 years of experience behind it, TE makes sure that not only its technology remains up to date but its channel partners are also recruited, enabled and engaged. BY KARMA NEGI

FACTS ABOUT Year of Operation in India



Key executives:


K. K. Shetty – Director – India & SAARC, Enterprise, Telecom & Wireless Networks

Presence in country


Bangalore, Karnataka



Structured Cabling, Data Centre, Office Networks, Wireless – DAS, Broadcast, FTTH, TOSP

Number of partners:


160+ partners in India




n March 2011 Tyco Electronics, a spin off from Tyco International Ltd., changed its name to TE Connectivity. The reason cited was ‘to better reflect the products and solutions it provides to customers’. With more than 50 years of experience TE is a leader in structured cabling market. While structured cabling is one of its business unit which covers all the verticals--banking and finance, manufacturing IT and ITeS, data centers; its telecom unit takes care of GPON and all the telecom service providers’ modules. Its third business unit is wireless where it sells distributors antenna systems. “The advantage for our partners and channels is we will be able to integrate these three services. We can go through the channels and they can offer end-to-end connectivity solutions to their customers depending on their requirements. We have all forms of permutations and combinations for the customers,” said KK Shetty, Director, TE Enterprise and Telecom Networks, India and SAARC. Shetty clearly sees market ultimately moving towards an integrated solution. Taking the example of huge campus with structured cabling

which also includes fiber to the home (FTTH) and building. Another trend which is happening is in the hotel industry. Most hotels are renovating their rooms and again each room is wired with fiber. TE has received lots of orders from hotels.

Channel Strategy “Ours is 100% partner based approach,” maintained Shetty. “We have three types of partner base: OEM, regional SIs and resellers. OEMs are for turnkey projects, big government projects, infrastructure project, big data centers, telecom projects etc., where structured cabling is a part of the project. TE has strategic understanding with IBM, HP, HCL, Wipro etc.” Second one is SIs, the mid-sized organizations worth Rs 500 to 2,000 crore. To fulfill their requirements for structured cabling TE works with its regional players, who offer its products and services. The third is reseller with 100 nodes and below. And all three segments are addressed by its distributors—Ingram Micro, Redington and Compuage. With warehouses and offices in more than 32 to 35 locations in India, TE altogether is present in 100 locations.


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As part of its strategy TE not only concentrates on A class cities, but its sales people are also in B and C class cities. It ensures that everywhere the right distribution model is covered either by national distributors or through its sales force or the resellers. For partner enablement every two months TE conducts regular training programs for reseller, SIs, OEMs and end-customers. Lot of end customers get trained in terms of design. TE has 7 to 8 modules and conducts program in Bangalore, Mumbai, Delhi, Chennai and this year plans to do it in Hyderabad too. It constantly updates its channel partners and end customers on channel meet and programs. “There is no difference in terms of technology whether it is in US or India. Probably in some areas we may be ahead of US. So that way people are quite smart and they are hungry for new technology. We have very good customers base and are present in almost all the verticals,” replied Shetty.

Passive vs Active Solution Providers Commenting on the whole Active versus Passive

solution providers, Shetty pointed that if one looks into the dynamics of both they are totally different. “Our job is to provide the bandwidth and bandwidth is nothing but the pipe size. Like for example a tap water. We provide the size of pipe and the speed of water is provided by the active. Ours is basically infrastructure related. 70% of the network related issues are because of the execution and implementation which is also primarily because of the cabling.” He further elucidated that even though a product is good but if the person who will implement it is not properly trained will lead to problems. TE Enterprise makes it sure that they avoid people doing crimping and hand crimping. It claims that 100% of its products can be used without any hand crimping. TE Enterprise spends almost 6% of its revenues in terms of R&D out of 14 billion. Its focus is only connectivity systems whether in enterprise, telecom, wireless, automotive etc.

Enabling Channel Partners Once the technology is sold and project implemented it becomes imperative to keep the partners updated of the happening in the market.


Partner training is of primary focus for TE Enterprise. The networking company is in 100 standard committees across the world. It conducts standards update training in every cities especially in A and B class cities. Through its AMPACT training program, it offers certification on trouble shooting, designing of cabling system, installation of cabling system, etc. TE conducts such programs every two to three months, which is a 6 to 7 days program, with each batch containing not more than 8-10 people where they are also provided with hands on program. In B and C class cities it holds half a day program to update them in terms of technology, products and services, and also advises people on products and services to those who seek to expand their businesses. National channels meets are also conducted twice a year. Its schemes are held for A and B class partners based on their annual turnover. When they qualify the criteria, they are taken to select places and given them technology update both from the end-customers perspective and product perspective, and standards perspective. Those who come to Bangalore are given hands-on-training in their demo center. On an average TE conduct 95-97 events per annum. Shetty believes that they are successful purely because it’s more of a technology company. “I think we are fairly well balanced and the amount of money and time we spend on technology update and technology training is our main strength.”

Looking Forward Talking about FTTH becoming a reality Shetty feels that not only has the cost per flat has to come down but people who are investing in this technology also have to see the ROI. He is optimistic that from the present 50-60 dollars per home, in the next 2-3 years it will become $30. From 30,000 homes connected today, it will escalate to 1 or 2 million homes but still 2 million homes is .1%; and hence there lies a huge opportunity. Once the bandwidth is available across India the application is tremendous, whether it is healthcare application or university, cloud, people can sit at home and listen to the lecturers. Everything will be online. And this kind of technology will make a lot of difference. “Today all these things are linked with the implementation of 4G and other technologies. But I am sure that in the next 4-6 months these issues will be sorted out and once everything is integrated it will completely change the shape of India in next 4-5 years,” Shetty optimistically concluded.


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“BY 2015 SURVEILLANCE MARKET WILL BE WORTH $600 MILLION” As SME space becomes key component for IP deployment Axis Communications is trying to enter this low segment market with its recently launched entry level IP products. Sudhindra Holla, Country Manager, Axis Communications India, spoke to SME Channels to reveal more about its channel and marketing strategy to tap this market. Excerpts BY TEAM SME

cate the channels about this offering be it distributors, SIs or end-users. The second approach will be the installer market. We will pick 50-60 installers in each large city and then educate them on this particular solution. This kind of solution can also get into high-end residential solutions. So we will also target all the large builders, construction companies where this solution actually goes into by default. Hence this will be our approach to promoting this particular entry level solution to get into the SME space.

Tell us about India’s surveillance market and you new found focus on the SMB segment. Overall surveillance industry in India is growing at a very rapid pace. It is estimated that this year roughly $260 million dollars will come from India market alone. We are looking at network IP surveillance piece which is roughly around $65 million as per the IMS report. In the next three-four years it is estimated to grow at 30%+ y-o-y, and as per our estimates by 2015 it will be close to $600 million industry. Roughly one-third of that will be network video and network IP surveillance business. India is home to the largest SME market. Out of 50 million SMEs in India our estimate is that close to 10 million are in some way IT enabled. Even if we get a small percentage of that 10 million it will be huge for us.

How much of contribution are you expecting from this business? Won’t be able to give the exact number but from percentage perspective we should definitely look at roughly 15-20% of our business.

How do you plan to market your entry level IP video solutions— Axis Camera Companion? For Axis camera companion (ACC) we will take two approaches. Our first approach will be to edu-

Is there any mandate that there should be surveillance in place? From the government side we are seeing lot of city surveillance project coming, mainly from the homeland security perspective. Everybody wants

to feel safe. So all major cities in the country are under a mandate to adopt city surveillance and hence provide safety to citizens. By product they do lot of other things like traffic management, congestion management etc. In the transportation industry where imports happen, we are witnessing a huge deployment of security surveillance. What’s the difference between India market and global market? In the global market even the public transports ply under IP surveillance but in India we have not seen such deployments but such deployments will happen in the future. Globally, Axis has seen lots of such implementations where surveillance actually goes into transportation industry—buses, metro etc. What are the trends if we talk about the shift from analogue video surveillance market to IP based surveillance? There are two trends. First, IP is getting more and more deployed when you consider the overall surveillance market. Today, IP is roughly 30% of


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ware systems to manage cameras. Suppose you have thousand of cameras deployed and it is not easy to manage each one, you need a VMS system and through this one can manage Axis cameras which are based on open standards called ONVIF (open network video interface forum). We brought ONVIF because we wanted to bring benefits to the customers because if you see in the surveillance industry majority of the technology is very proprietary in nature and we didn’t want to lock in any customer to a particular proprietary kind of a technology. We are driving a shift from analogue to digital so we have the best encoders in solutions which help consumers to seamlessly move to IP solution. So that’s the other benefit we bring in. Are you looking at security-as-a-service? That is the second phase of the solution, but, it has not been deployed in India so far. We have been very successful in deploying this model in EMEA and American markets and would like to replicate the success here as well. We are in talks with few operators who are interested. And as one of the strengths lie in the large mass of SMBs end-users they have, we can address a huge channel through them. We are in preliminary discussions with few operators in the country. They are excited about the solutions. Now we need to look at the right business model to get it and deploy it in the country. I don’t see that implementation being rolled out from Axis perspective this year but towards second half of next year maybe we will be in a position to talk about these solutions.


the market and the rest of the 70% is dominated by the analogue. But it is estimated that in the next three to four years it will be 50:50. IP will be deployed more and more in newer departments. Second is the encoder solution. Our encoder solution gives the benefit of IP to the end-users. They need not re-open their entire analogue solution to deploy IP solution. We can seamlessly plug in our encoder solution which helps end users to get the benefit of IP on their analogue camera. So we are seeing a lot of deployment of encoder in such markets where analogue is already deployed. How is Axis positioned in India surveillance market? India surveillance market is very fragmented. There are players in the entry level segment who purely play the price game. And then there are the

players who are at the higher end. Axis has never been a pure price player. We come at a premium and we demand a premium for the quality, reliability the efficiency in terms of the bandwidth that we consume, while transmitting video over the network and also efficiency in terms of the video storage. We have a whole variety of IP solutions. If you talk of reliability, video analytics, quality of the video, savings and bandwidths when you deploy Axis solutions, all these benefits we provide to the customers. We invented the IP camera technology in 1996 and since then we have been leaders in the industry. We have more than 30% market share in IP camera as per the IMS reports. We made solutions open standards this means you can use any video management in the soft-

Will you be making any changes to your channel strategy? We have always sold indirectly and will continue with the same. Axis’ channel model consists of two tiers: the distributors and SIs or the reseller. These large SIs integrate our solutions with other offerings of theirs to the market place. And the reseller would be IT channels buying something from the distributor, selling few cameras to the end-users. We follow the same model worldwide as in India. Today, we have 900+ channel partners which is a mix of large SIs, IT channel and small installers. We are looking at expansion as far as the installer channel is concerned. As for the large SIs we would focus on large projects like large city surveillance project, banking projects for providing surveillance across their ATMs or branches. We will also engage with the end-users but will never directly sell to them, which will be done by the channel partners.


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Subhodeep Bhattacharya recently took over as the regional director, India and SAARC for NETGEAR. The networking company, which is going through a lean period, hopes that he will change the fortunes of the company and catapult it to the same league it enjoyed before. BY: TEAM SME


ith the increasing IT usage by SMEs and the immense opportunities it offers networking company NETGEAR is aggressively looking at this segment for business expansion. To lead and establish the NETGEAR as a preferred brand for mid-market business it recently appointed Subhodeep Bhattacharya as regional director for India & SAARC. Once Bhattacharya came onboard, he took a prudent decision. He undertook a tour of the US, Europe--Amsterdam and Ireland, Australia to understand the DNA of the company and discovered that NETGEAR is focused a lot on developing new kinds of products with an eye on the future. He met innovatorsand got new ideas on how SMEs of the future will work. The other thing he observed was that the image of NETGEAR in US, UK, France, Australia, is quite different from that in India. In US they not only come after Cisco but also have the world’s largest retail presence. The company has three divisions: Retail, Commercial and Service provider division. Retail division is in to networking and broadband products for consumers, modems, routers, EDSL, range extenders, home theaters and home networking products. The commercial division focuses on infrastructure for SMEs and early enterprise companies, with focus on end-to-end networking—switching, storage and security and wireless solutions. 3G, 4G equipment for the end users come under the service provider business. “Our focus is on the mid-market, SOHO and

home. We want to be seen as a smart IT player, by which we mean that we give well designed technical competitive products and equipments. We want to compare ourselves with the likes of Cisco small business and definitely HP,” maintained Bhattacharya. “In India, we are a little retail centric but now we are changing it. And the reason for my appointment is to ensure that the change happens faster. To establish this company in the mid-market as the pre dominant networking player is my vision,” declared Bhattacharya. Coming from a large company like HP certain questions does tend to linger in the mind, but Bhattacharya believes that it is better to be a large fish in a small pond rather than a small one in a large pond. He categorically replied, “There I was leading a product BU, but here I am a regional director for the country, signatory and all that. As an independent country head it gives me a different positioning in the market.”

The Work Ahead Now at the helms of affairs, Bhattacharya has major work ahead of him. To turnaround the fortunes of NETGEAR and make it an established brand, letting it taste success like in other countries. As long as he is successful in achieving this objective he feels his business is done. Though there is no timeline as such to establish the brand but NETGEAR is working on a three and five year growth plan with revenue targets, market share strategies etc. NETGEAR follows the objective that every-

thing can happen only if the product is good, channel is good and there is acceptance among the customers. Hence it believes that it has to create that compelling model, which is to a large extent already in place. What it needs is a little tweaking to make it more market centric. Bhattacharya has no intention to overhaul the entire structure, but will build on top of the current structure. They will adapt, build and continue with whatever there is in the existing channel model and maybe add a solution model on top of it. And partners who are scalable and want to come to solutions will be welcomed. Distribution too will remain untouched of any changes. But there will be two major areas where NETGEAR is all geared to introduce changes. First, it wants to add more solutions capable partners-networking as a solution, wireless as a solution, security as a solution, storage as a solution, and combination of these as solutions. Second is product specific expertise model. For example, if somebody wants to focus only on storage or say security they will be provided with the required training in those areas only. “Overall stress will be on competence; to be able to serve our customers and train our partners. That will be my contribution,” Bhattacharya elucidated. NETGEAR not only wants to maintain the distribution channel, current retail and SME channel, but also plans to have solutions channel on top of that. He attributes the margin erosion to large companies who directly approach the customers, as


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“OVERALL STRESS WILL BE ON COMPETENCE; TO BE ABLE TO SERVE OUR CUSTOMERS AND TRAIN OUR PARTNERS. THAT WILL BE MY CONTRIBUTION.” a result of which if there is any significant order happening they can jump on it directly and the partners have to take a back seat. “I find in bigger brands lots of partners are actually losing money in process. We want to be a brand which is repositioned with partners as a fresh brand, with a fresh set of value propositions, new kind of product line, and which is not overly distributed,” he firmly said. NETGEAR wants to be perceived as an infrastructure company. It is focusing on four solutions end to end: switches, storage, security and wireless solution. Citing example of its switching portfolio Bhattacharya pointed out that they are in a position to provide options from simple product such as a Fast Ethernet box, to a more complex product like core switch with a 10 gig plan. He feels that by integrating the solutions they

are bringing value to the table. He cited example of its ready NAS products, which can store (depending on model) upto 18 TB and costs less than $5,000. He further apprised that this product can be used by larger SME as office storage. Innovating, talking with star companies, understanding the new software, bringing in new projects, and integrating them is what NETGEAR is aggressively undertaking. It is creating specific products for SMEs even from the security perspective. UTM 25, UTM 50 and UTM 150, are UTM boxes with firewall, capable of supporting a 25, 50 or 150 people organization. Overall the strategy for the SMEs is that it will innovate for them - not dump products on them.

Channel Strategy To market the product, NETGEAR is unequivocal in getting the channel right. Being a 100% channel company, it follows a pyramid structure where the top most position is held by the distributors, followed by larger sub-distributors and then Tier 3 and Tier 4 partners. The other task Bhattacharya has lined up for himself is to do events, give ads in magazines and do road shows with local partners. While ads have already been sorted, a 15 city road show is also in the offing. Apart from this, plans are afoot to increase the number of headcounts. Their headcount plan is based on managing channel partners. NETGEAR doesn’t have end users sales people and prefer to have channels sales people, who will either touch a distributor or a sub- distributor or a solution part-


ner. If need be they will take the solution partner to the customer. But it’s a leverage model. NETGEAR has already put in place people in most of the cities. Currently, it has office in two cities - Delhi and Bangalore; and plans are to add more offices. Most of them will either be work from home, or will leverage its distributors’ offices. While the market sentiments might not be that encouraging with the economic crisis looming large on the global market, NETGEAR has bold plans to grow at about 60 to 70 % every year. As the industry is not growing at that pace, this only means that NETGEAR will be cannibalizing the market share of its competitors in the same segment. Bhattacharya clarified, “The top end varies and rest is the same. Whoever controls the channel more, is less confused and gives more margin will rule.” However he doesn’t deny the fact that the path is no cake walk and is fraught with challenges. “Let us say that networking market is approximately $1 billion, which includes switching, routing, wireless and security, out of which $ 200-250 million is SME. If I can get even 15% of that it’s a big pie. Interestingly if you look at the market share it’s not too difficult to progress as market is fragmented. There is where we have opportunity,” he stated. Bhattacharya further opined that nobody has such a SMB focus as NETGEAR. For him nobody can provide the kind if value to the SMBs as them. He very categorically stated that they will not go to enterprises. “For enterprise there are larger players, let them have fun. But SMB will be our space. From technology point of view and not price, nobody can do better SMB than us,” he remarked. With its focus on partners NETGEAR wants to work with partners who are willing to believe in its model and wants to grow with it. Hence it will undertake a niche partner enablement program for mid-market partners. NETGEAR is a 100% cloud enabled company. All the applications that it needs to run in the organization are on its private cloud. It is also working towards making the same possible for the SMBs.

Finally… For the next four quarters Bhattacharya’s focus areas will be on developing channel. Second will be training and depending on the growth add more people. In channels there will be focus on 30-40 partners. Solutions providers are being developed, who will serve thousand odd partners across the country. Headcount will be added depending on the growth. In the telecom space NETGEAR is in talks with two of the large vendors to provide equipments.


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IBM recently launched a new family of data center building blocks called PureSystems amid much fanfare. The idea behind this was to not just bring together hardware, software and technologies which are flexible, but most importantly to bring in the expertise.



t might come as a surprise to some but close to 70% of the total IT spending in the world (approx 2.5 trillion dollars) gets spent on maintain status quo of the datacenter that is on running and maintaining the current systems. Only 30% of that gets spent on building something new or on innovation. Close to 2/3rds of all IT projects get time over runs and cost over runs. And close to about 20% of all IT projects never get finished. Today, customers are demanding products and solutions that will help them deliver IT projects and services in a fast and flexible way, to meet their business requirements. IT has become a center point where the expectation from line of business is that they should be able to adapt change, implement projects, tools, technologies, at a pace which is much better, faster than before. This calls for bringing together not just the technologies but also the expertise that is available around a process, tool or an industry, into an integrated solution that can be implemented in a faster way, and in the process saves time and cost; but more importantly which brings in lot of expertise and technologies to solve the problem. Keeping this in mind, IBM came out with IBM PureSystems, which was not just bringing together of hardware, software and technologies which are flexible, but also most importantly bringing in the expertise. It promised to deliver solutions like applications from the smart phones. PureSystems comes in two models: PureFlex that integrates servers, storage and networking; and PureApplication, a platform system that



includes IBM’s networking capabilities for easy deployment of new types of applications. PureSystems comes with three key attributes: first is built-in-expertise. IBM along with its multiple partners, ISVs, identifies key processes, business issues and put together methodologies and solutions that work well in that particular industry, to solve their particular business problems. The product has been ‘integrated by design’, which means that it has been optimized at every level: performance, parameters, tuning, taking the best advantage of flexibility, security that is needed for a particular solution. Integration by design makes it easy and fast to deploy and there is ease of use when it goes to users and customers for deployment. PureSystems center is a repository of apps and users can download those apps and run it on a PureFlex System in a seamless manner. So you have the PureFlex System as hardware and a software combination which means you can deploy your own apps on top or you can have PureFlex System apps on the apps side, which allows you to have integrated apps also on that system and you can go and deploy it. Net of it, it gives as an end customer huge flexibility and pretty much allows them to implement world class applications processes tools in a very fast manner.

Role of Partners “As said earlier 70% of the money is spent on running the status quo and only 30% is left to do something new. But if a customer can save that money


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which is being used for nonproductive task and activities both in terms of time and actual money, I would rather take that money and use it for productive task,” informed Mukul Mathur, Director (Business, Partners and CSI), IBM India/South Asia. Mathur feels that from a partner perspective this means that they need to start enabling the partners to move to the next level of services. Earlier installing disks or performance tuning by trial and error was something customers were willing to pay for but not anymore. This announcement or approach, IBM feels, has been made at the right time where there is a significant change in the way customers want to look at computing. IBM believes that it is almost a ‘trigger point’, where customers who had always wanted to spend the money on innovation can now do so with this solution. Customers demand simplicity as they don’t have the skills to run and manage a complex environment. “The PureFlex approach helps in adding more capability, flexibility, expertise and helps reduce complexity. Within the traditional IT, the speed of business complexity and the demand does not allow customers to bring in more capability with speed in the traditional IT way, which is where the need for the PureFlex System comes in,” elucidated Mathur. The Big Blue is confident that it will change the way customers look at it and is working with its partners to help them transition in terms of building the skill capabilities that will enable them to be relevant for the new ways the customers would want to buy and deploy their system. Partners are a discerning lot. They adopt and transform with the changing technological environment and the needs of the customers. They transform to build skills and capabilities. During such transformations, some people will do it very fast and start to ride it very early, there will be others who will follow and then there are those who will fail. There also might be new entrants, new set of people who will come on board and master the new computing, hence such kind of transformations always happen. “We can’t deny customers what they want. And if customers want more capability with simplicity, we can’t deny them. If we do so they will move away and look for an alternative,” said Mathur. Hence IBM is working with its partners through solutions and technologies to help them be part of the ecosystem which they can take to the customers.

PureSystems and Partners Mathur is visibly more excited about SME on this than on large enterprises, particularly because in

his view SMEs are far more innovative and fast to adopt innovation. He believes that simplicity and integration could potentially open SME spaces. Earlier, in many cases there was a lack of expertise available to the SMEs. They saw implementation of the solutions as something complex, for which they required not only the right set of people but also the expertise. But today, Mathur informed, they are confident of doing it, as it only requires parameterization and is up and running in no time. Mathur sees an opportunity in customers migrating from old systems. As the old systems occupy space, demand high energy and heavy cost of operation, the new system will be far more tuned in and more importantly bring in some best practices which were not there in the old system. It comes as no surprise that competitors have already declared their platforms better than IBMs. But IBM is quick to retort that till now nobody has come out with the combination of expertise and integration by design. It believes that not only does it has the best in terms of services and client engagement, good industry expertise, partners and ISVs with very strong industry expertise, but also have the best capability and brings in that depth in IBM. It would be premature to speculate on the how much eyeballs PureSystems has successfully grabbed. Says Mathur, “Though it’s too early but the kind of attendance we have seen in two cities, has been phenomenal. It is in some way indicative that people are really looking for something in this domain and they do see that this stands out very different from the way traditional technologies have been announced.” The company has already garnered some leads and hopes to close them very soon.

Enabling Partners As long as there has been new technology, there has always been a need to invest and train people and build skills in that area. IBM has put together a program for partners particularly in geo expansion territory. For some of its mid-tier partners, particularly in smaller towns and cities, it has worked out a program called ‘Grandmasters Challenge’ and is working with IIM, Bangalore on this. IBM believes that this program will help partners with their organizational capabilities and open some insights that will help them run a better business and be more effective as a business in front of the clients. “If we help their businesses become better, we believe they will do good business for them and good business for us,” reiterated Mathur.


For enablement of its partners, in every location where PureFlex is announced, IBM first conducts a session for its partners before calling the customers. So that its partners have a head start in terms of how to articulate the value proposition for this or any other product. Specialty programs are run for its partners like cloud specialty or product specialty which demonstrate their strength around topic. Building the core strength of its partners across the country and particularly in class B and C cities in India so that they can be more credible in front of the customer is what IBM genuinely believes in.

Cloud Certification Program Cloud certification program launched for the partners last year is a comprehensive program. This specialty program looks at not just the technical skills of the partners but how much success they have had with those technical skills, how was the customer engagement, and whether the customers are willing to reference and acknowledge their expertise in that area. This certification helps the partners to talk to their clients in their language. As a partner they can consult the customers, advise them on all their requirements. They can host or get it hosted, or implement it for their customers, help them configure it; help operate it the way they want to it. For partners, who do not have the expertise but have clients to be delivered on the cloud, he can bring them to IBM, get it registered, so that his participation in that lead is acknowledged. IBM will align him with a cloud specialty partner so as to create an ecosystem of partners. Sometimes in case of conflicting business interests IBM will support that partner through its backend expertise team, so that in the process he gets some education and enablement. But on a specific opportunity it can also provide him with the sales support and work with him on the client to help him close the deal.

Finally… To push the PureSystems among the partners, IBM will be holding specialized enablement and awareness programs and also specialized designed programme with IIM, Bangalore, will be announced any time soon. Products have already hit the market and customers’ enquiries have started pouring in. IBM will be targeting small and medium sized partners from geo locations. Explaining the rationale behind the program Mathur concluded, “To help our partners sell higher value and run a stronger business, because if they do both of them then both of us will be successful.”


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HP ProLiant Gen8 servers take care of Integrated Lifecycle Automation, Dynamic Workload Acceleration, Automated Energy Optimization and Proactive Service and Support. BY: TEAM SME


P launched ProLiant Gen8 server sometime back. It is believed to be an architectural transformation which offers huge advancement over the previous generation of servers. The capability of the product is such that it can continuously analyse thousands of system parameters to optimize application performance, proactively improve uptime and give the users insight into every aspect of their IT infrastructure. As per HP, it is built with over 150 design innovations and helps eliminate common problems that usually cause failures, downtime and data loss. Vikram K, Director (Industry Standard Servers), HP India, says, “It is a very involved effort from the R&D perspective for a long while now. Around US$300 million has gone into this space over a period of two years. The project is called the project Voyager. And the outcome of that, HP is able to release the next generation of servers.” As per Vikram customers’ insights played a very important role and more than150, 000 customers were consulted on this. HP analysed their data centres and after taking an average size of data centre as 10,000 sq.feet, studied what kind of expenditure happens over a period of three years. He says, “Some of the figures we found were staggering. We found around US$30 million was spend on power and cooling and other things, and US$20 million was spent on simple administration tasks. Based on these insights, the design of the product evolved called HP ProActive Insight Architecture that aims to solve all of these problems and gives a huge jump in terms of performance.” There are three to four specific areas where HP has a done a lot of work and there are a number of IPs created – almost 150 odd patents have been


“THIS PRODUCT DELIVERS SIX TIMES FASTER SOLID STATE STORAGE PERFORMANCE VERSUS PREVIOUS GENERATIONS.” registered as product evolved from about 900 odd innovations. The company has condensed those into key four-five areas i.e. Integrated lifecycle automation, Dynamic workload acceleration, Automated energy optimization, Proactive Ser-

vice and Support and Meets the challenges of the cloud era. The company has done a lot of life cycle innovations around the products. So anything around administrative tasks or updates, all are completely


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automated to check the active health of the system. The other part of the system is that it has taken care of data integrity for performance and big data because there is where the whole world is moving. For this the company has worked on dynamic work load acceleration in the system. Adds Vikram, “There is a lot of algorithms and intelligence built in the system because we have historically seen that the processors’ combined performance have been significantly increased whereas the I/O has not quite kept pace and one way of addressing that problem is to have solid state discs but to bridge the gap further, a lot of work goes into it. Hence the large workloads and the acceleration of that work load have been built into the system. So, this product delivers six times faster solid state storage performance versus previous generations.” The third dimension is that how power is used and consumed for cooling and where exactly the location of the server is. Towards this, HP has built intelligence to the Gen8 Server to increase the amount of computing for a given power usage. Vikram adds, “Let us assume one kilowatt is the base and HP Location Discovery Services self-identify and inventory servers to optimize workload placement—without the need for tedious, error-prone manual asset collection and tracking. And all the while, HP Power Discovery Services with the HP Intelligent PDU automatically track power usage and document configurations to increase system uptime and reduce the risk of outages.” And lastly, the Gen8 Server combines proactive service support and offers information. So if one likes to get the complete history of the server, the portal can give him/her the entire history. HP ProActive Insight architecture helps one reclaim the time of the system administrators with servers so intelligent they redefine the service experience. Along with Gen8 Server innovation, HP also did few announcements around the time. The first one was on the project Moonshot, which is basically to address the big data, and after that is Odyssey, which provides the high-available aspect to the x86 platforms. The objective of the company is to create the entire HP’s enterprise server, storage and network architecture to revolve around Converged Infrastructure. Along with Gen8 Servers, from the business critical server perspective, project Odyssey converges onto this, from the storage perspective products like 3PAR converges onto this. Even the Moonshot project also converges onto this. Starting from single processor units, Gen8 Servers are available across all ranges - till the high



“OUR PARTNERS ARE ENABLED IN TERMS OF TECHNOLOGY, SALES, DOCUMENTATION AND LOOK AND FEEL BEFORE WE REACH OUT TO THE CUSTOMERS.” end, high-availability space. So, it offers the choice to the customers to choose from the entire range. Another point here is that the customers can upgrade the server without replacing the existing servers. For example, if they have blade encloser, it can easily accommodate Gen8 servers whereas in case of Gen 3-4 servers, if the customers needed to upgrade they would have to replace it. On top of the ease of migration process, HP also integrates its finance services to provide value to the existing infrastructure and help them to transition to the Gen8. It has been two months since the product got launched. As per Vikram, it is the feedback of the partners and customers that they are really excited about it. Of course, the partners are gung-ho about this product launch but has the company enabled them to take up the big challenge. Faisal Paul, Head (Marketing & Solution, Alliances, Enterprise Servers, Storage & Networking – Enterprise Business), HP India, says, “Partnering is in the DNA of HP. We understand the role of partners is very critical for us hence our partners are enabled in terms of technology, sales, documentation and look and feel before we reach out to the custom-

ers. Besides we do market demand generation, awareness campaign, everything that is required for the partners.” HP has a calculated strategy as to how to address the market place, partners being an integral part of that. Besides HP is strengthening its inside sales force big time this year to reach out to those customers where the partners cannot reach. Last year HP focussed on geo expansion and this year the company plans to strengthen its strategy to reach the smaller cities. Faisal adds, “Overall we have a very strong brand which makes our life much easier in terms of marketing because our product speaks for its performance. We take a lot of our customers’ feedback for our R&D while designing the product. So when we do the selling it becomes incidental. We just position the products.”

Finally… With a wonderful product launch, HP will focus on developing partners’ skill sets, driver demand generation and continue to sell open systems so that it reduces the cost for the customers.


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APC BY SCHNEIDER Electric’s Back-UPS Pro provides the most energy efficient backup unit designed to protect homes and businesses from experiencing the inconvenience caused by power outages, minimize energy consumption and help the consumer save as much as Rs.2000 a year on electricity bills. The Back-UPS Pro offers intelligent features like, power saving outlets that automatically turn down idle peripherals, high efficiency charging system and “AVR Bypass” to reduce power consumption. The Back-UPS Pro comes with a unique software called the Powerchute 3.0 which monitors power management, diagnostics and carbon footprint. It comes with an LCD panel which provides users with realtime status of critical diagnostics and system information like the load, estimated runtime, input voltage, etc. It provides up to 3 hours of battery backup and can be connected to 5 desktops at a time. As per our review the Back-UPS Pro comes with solid fibre body with 4UPS battery with 7Ahm capacity. It has a good looking LCD display panel on the front. The display shows the voltage according to the area specified and the frequency is set according to the counties. It also displays the total wattage available verses total wattage used. Even though the specification shows 3 hours battery backup but in load it offers 2 hours on standby mode and while in load it offers 1.45 hours. Further, Back-UPS Pro can be used as an inverter by adding extra battery, which can also be displayed on the digital display. It can also step up and step down to maintain standard electric voltage. For most complicated situation, it also comes with two out put port for electrics surges. There are four port outputs for backup and LAN and USB devices can be connected through this product. All these features make this product great.

FEATURES n LCD to give real-time status of over

20 different utility and battery backup conditions n Automatic Voltage Regulation

(AVR) to instantly correct voltage fluctuations so that work continues indefinitely n 4 “Battery Backup & Surge Pro-

tected” Outlets to keep CPU, monitor and other critical equipment running during power cuts or fluctuations n 2 “Surge Only” Outlets to protects

printers, faxes or other equipment without reducing battery capacity n Auto Shut Down Software to manage

Back-UPS Pro through USB Interface n Data Line Surge Protection to guard

against surges and spikes n Push Button Circuit Breaker to enable

quick recovery from overloads

PRICE INR 16,400/-

WARRANTY 2 years

CONTACT APC India, Tel: 180 0-4254-877/272, email:


WD MY BOOK Live Duo is a wonderful product as far as modern conversed storage demand is concerned. It is a personal cloud storage system that combines the benefits of shared storage and remote access with double-safe backup or increased capacity of a dual-drive system with RAID technology. Best part is that it works on Mac and PC environment and maintains duplicate copy of all the files that goes into it in RAID 1 mode. Remote access to My Book Live and My Book Live Duo is available on any computer through www. and with WD mobile apps for iPad, iPhone, iPod touch or Android smartphones and tablets. IUsers can also stream movies, photos and music to their tablet or smartphone directly from My Book Live Duo through the WD 2go mobile application. As far as our review is concerned, it comes with Broadcom LAN card, two read/write Naviac memory module and two HDDs for read and write and storage. Each HDD is of 2 TB capacities and there is a network port for storage sharing and USB port for PC usages. The power adapter is of 12V3.0 AMP. It is simply plug-n-play with network drive support so that can be directly added to the switch or router. It comes with automatic configuration for Windows 7 or MAC PC. The read/ write capacity of data is 100/1000. The HDDs come with 64 mb cash memory for fastest data transaction. It takes minimal memory support from the PC. n Price: Rs. 24,499 for 4 TB, and Rs. 29,999 for 6 TB, Warranty: 3 year limited on-site warranty, Contact: Kinny Nayar, WD, 207, Ansal tower, 38 Nehru Place, New Delhi-110019, Tel: 011-47156700, Email:


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DIGISOL 3G ROUTER DIGISOL’S NEW 150 mbps wireless 3G broadband router - DG-BR4015N enables communication between wireless and wired notebooks/desktop computers in the network; and it also allows Internet connectivity to the network using 3G. The DG-BR4015N can provide wireless data transmission rate up to 150 mbps which enhances the sharing of files, photo, audio, video and gaming experience over wireless network. The router also supports WMM (Wi-Fi multimedia) technology, which can enhance the performance by applying QoS for certain network applications like audio/video streaming, VoIP and others. With WMM function, the broadband router assigns priority to different types of data for better throughput. It supports robust security using WPA2 Enterprise (802.1x with AES) which enhances the security of wireless network to protect sensitive data from hackers. It also supports 64/128 bit WEP encryption which offers first level of security choice to home users to provide confidentiality of the wireless network. Further, the DG-BR4015N 3G router provides redundancy to Internet by falling back to secondary link if the primary Internet link fails. This ensures uninterrupted Internet services to users. n Price: Rs. 2,499/-, Warranty: Lifetime Warranty, Contact: DIGISOL, Tel: 1800 209 3444, Email:

BOXLIGHT PROJECTOWRITE BOXLIGHT ProjectoWrite meets the diverse requirements of its customers, be it a business executive, an academician, today’s style conscious youth or the diligent learner. The ProjectoWrite is the first portable interactive presentation solution built in a stand- alone unit. The user needs to simply plug the ProjectoWrite into a computer source, save the software, respond to a simple 13 point or 4 point calibration and one is ready to interact. The innovative portable interactive projector comes with a colour camera with I/R filter mounted on the projector that encompasses solutions which enables the user to actively participate with the projected image with the help of the wand and light pen. It saves and edits images/ drawings in the image folder on the PC For later Viewing. It is portable and comes with five auto features (Auto Search, Auto Sync, Auto Ceiling, Auto Keystone and Auto filter Alert). Further, it comes with 8W Mono Speaker, which is built into the system and offers zoom adjustment upto 4x. n Price: Rs.66,000/-, Warranty: 5 year on projector but 2 year on Lamp. Contact: Edaxis Systems India Pvt. Ltd., Fax: + 91 11 66173698 , Website:


AXIS M11 DAY AND NIGHT NETWORK CAMERAS AXIS M11 Network Camera Series have built-in IR-LED illumination. These cameras are specially designed for easy and discreet day and night surveillance, comprising HDTV quality and the highly efficient H.264 video compression. With their slim and compact design, the cameras enable quick and easy installation, simple setup and a trouble-free surveillance solution for applications where surveillance is required round-the-clock. It features IR LED illumination – invisible to the human eye, ideal for discovering objects in a range of up to 15 meters (50ft.), even in complete darkness. The Power over Ethernet (IEEE 802.3af) supplies power to the cameras via the network, which eliminates the need for power cables and reduces installation cost. Also, it support Edge storage with the built-in SD/SDHC memory card slot, pixel counter, corridor format, Power over Ethernet (IEEE 802.3af) and I/O port for PIR sensor possibilities. Further with day and night surveillance functionality, it tracks video motion detection, active tampering alarm, etc. n Price: AXIS Q6032-C is US$ 499 for AXIS M1143-L, and US$ 599 for AXIS M1144-L Contact: Anixter, Tel: +91 80 40703203 / 40703333, Email:, Ingram Micro, Tel: 91-80-39894645, Website:


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NetKey ™ ...Provides a complete, cost effective range of copper and fibre infrastructure solution for voice, data and video applications. The NetKey™ Flexible Networking System, based on the universal keystone opening, covers all your copper and fibre infrastructure communication needs from the telecommunications room to the work area with the proven quality and reliability you depend on from Panduit. NetKey™ Copper RJ45 Modules, Cable, and Patch Cords NetKey™ Fibre Modules and Patch Cords Media Distribution System NetKey™ Fibre Trays NetKey™ Audio/Video Modules NetKey Modular Patch Panels ™

NetKey™ Faceplates and Surface Mount Boxes

NetKey™ Copper Cable ■ Category 6 and 5e ■ LSZH and PVC Flame Rating

NetKey™ Termination Tool ■ Fast termination ■ Available from Fluke Networks

Warranty available through PCI Programme.

Visit us at Jayakanthi Kanthraj email: Tel No : +91 80 49122106 Bangalore Office: 3rd Floor, Onyx Center # 5, Museum Road Bangalore – 560001 Karnataka. India Tel No : +91 80 49122106 Fax No : +91 80 41464155

Advts.indd 4

Chennai Office: #400, Hot Desk, 3rd Floor, Apeejay Business Centre, Apeejay House. 39/12 Haddows Road, Nungambakkam, Chennai – 600006. India Tel No: +91 44 28238662 / +91 44 28224949 Fax No: +91 44 28262447

Delhi Office: Office No 103, U&I Centre F 41, N. D. South Extension 1, Ring Road, New Delhi -110049. India Tel No : +91 11 40167060 Fax No : +91 11 40167059

Mumbai Office: 312/313, Dynasty Business Park, J.B. Nagar, Andheri Kurla Road, Andheri East, Mumbai - 400059. India Tel No : +91 22 40917106 Fax No : +91 22 40054746

20/02/12 8:37 PM

SMEChannel 150612 Size:22x31(bleed) 21x30 (Trim) 19x28 (Type)

RNI No.: DEL ENG / 2010 / 3192

Postal Reg. No.: DL-SW-1/4145/10-12

Data of Printing: 19 & 20 of Every Month Data of Posting: 22 & 23 of Every Month Now with

‘Server Class’ Drives

` 4,50,000 for 36TB* * Taxes extra.

Network Storage for Business

NVR for IP Surveillance - up to 48 cameras

- Built on world-class EMC® storage technology - Advanced storage, security, and content sharing that is easy and affordable - PC, Mac® and Linux®; 8TB to 36TB in a single array - Certified for Vmware®, Windows® Server, Citrix® XenServer - Protect and share your data from anywhere with Iomega Personal Cloud - Server class drives for higher reliabilty and performance - Video Surveillance ready - connects upto 48 cameras.


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SME Channels June 12 Issue  

This issue talks about the emerging market of next generation UTM market.